Partner Management Expert

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

We are seeking a Partner Management Expert, who will be responsible for revenue generation through permanently assigned Seller partners, achieving desired revenue and profitability objectives for both partner and SAP Concur. Act as a strategic thought leader and orchestrator of the Seller partner relationship end-to-end, including key engagement activities with all stakeholders. One face proxy to actively managed partners across the entire partner lifecycle, with the goal of growing the partner’s SAP’s business and investment into their SAP practice across the SAP solution portfolio.

Core tasks may include:

• Ensuring exceptional partner experience through all partner engagements with SAP

• Conducting a disciplined joint business planning process to expand the partner’s business with SAP, including a multi-year mid-term focused development plan including regular business reviews to drive accountability

• Assisting partner in building transformational plans to differentiate themselves in the market and maximize creating customer lifetime value

• Evangelizing SAP Concur opportunities (i.e. upsell to existing clients for partner with new Concur product) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption, mainly focusing on extending the partner's sweet spot

• Coordinating joint marketing and business development efforts with partner, including effective partner-led demand generation tactics.

• Focusing on partner readiness; supporting partner with becoming a self-sufficient, autonomous cloud solution Seller

• Identifying areas of improvement on observed competency gaps of managed partner(s) and proactively developing cloud-ready partner capabilities including presales, sales and post sales, with the right-fit partner delivery capacity. Acting as enablement & bringing in experts when required.

• Leveraging the ecosystem to provide thought leadership into the market to showcase the SAP Concur difference and grow SAP Concurs competitive advantage

• Acting as a conduit between the SAP Concur sales teams & SAP / Concur Partner Success Teams with regards to pricing, required re-sell documentation e.g Proof of Service etc.

Accountability:

• Manages Partner and salespeople, defines deliverables and provides definitive advice and interpretation of situations.

• Ensures business critical results, this role will be responsible for minimum 10% closed won revenue of SMB EMEA (target TBD)

• Ensures that pipeline goals and milestones are met and joins monthly pipeline meetings with internal stakeholders.

• Manages escalation appropriately, both pre and post-sale

• Tracks single partner results, i.e. is each partner delivering?

• Identify new key partners and onboard.

• Builds strategic partnerships with key decision makers in customer & partner organisation, it is imperative to have relationship with Concur and SAP employees, particularly SAP PBM’s.

• May include team lead or supervisory responsibilities

• Provides monthly status and updates of implementation of sell deals on email to all sales stakeholders.

• Act as enablement and SDR ‘teacher’ for BDR’s in partner team and Concur team.

• Work on deals with salespeople so support to close.

• Work with SAP Concur Partner Marketing team to plan and execute joint marketing initiatives

Experience:

• Sound professional experience, ie min 5 years software sales with track-record of closing indirect partner deals

• Deep knowledge & experience in organisation management skills

• SAP or Concur functional skill

• Strong track-record of sales forecasting

Communication:

• Represents the company externally on specific subject matters

• Finds common ground for functional cooperation

• Communicates clear functional requirements and targets

• Effectively settles different functional perspectives

• Communicates messages related to area of expertise in a timely manner and with constructive feedback to colleagues & managers

• Build relationship with global partner team

Other notes:

This role is reporting the Concur UKI Managing Director, should the reporting line change at any point in the future, this person would remain with a strong dotted line to the MD and need to continue communication and instruction.

This role is based from our Feltham office, and we are looking for someone with a flexible diary as partner work often means leaving for work before 9am and attending evening events. It is expected you may be in the office/on the road 3 days a week and this may be inclusive of evenings.

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 443356 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid