Seller Partner Management - Czech Republic

Company Description

Job Description

About the job: Sell Partner Manager (SPM) is a field-based employee that covers Czech & Slovak partners in order to grow SAP's software cloud revenue across the SAP solution portfolio. The SPM is responsible for proactively developing the partner's SAP business by leading sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on mid-term perspective. She or he is in charge of the development and management of selected sales partners of SAP. Moreover, our new colleague stays abreast of current contribution within assigned accounts and implements strategies to block competitive advancement.

What you'll bring

Bring your deep expertise in partner management, indirect sales strategy, and the ability to lead complex partner programmes that drive significant revenue growth and Customer Lifetime Value. If you can align Partner strategy with SAP's commercial objectives, develop partner organisations, and govern pipeline and performance across a portfolio of strategic partners, you are ready to lead at this level.

What you'll build

A. Strategic Value and Business Development

- Understands the partner's basic financial structure and key drivers which influence their business and decisions

- Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP

- Presents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption; - Assists partner in building transformational plans to differentiate themselves and add value to customers.

- Develops and executes effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, Enablement, etc.

B. Revenue Generation and Leadership

- Drives partner execution to revenue commitments to SAP and measures and reports progress

- Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;

- Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources skillfully (executives, solution experts, sales, support, field services, etc.) - Resolves conflicts, align with management on critical cases and escalate as needed

C. Partner Demand Generation and Pipeline Creation

- Understands and shares relevant demand generation and pipeline creation best practices with partners

- Advises partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans;

- Guides partner's demand generation plans to align with SAP's current go-to-market messaging;

- Develops and executes a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references

- Meeting with top partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business. Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.

D. General Partner Management

- Optimizes partner involvement and investment in the SAP ecosystem and portfolio

- Guides partner to work skillfully within SAP's Go-to-Market strategy

- Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt. - Diagnoses and prescribes corrective action for underperforming partners

- Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met

Where you belong

At SAP, you will be part of an inclusive, global community of partner management professionals focused to building solid, growth-oriented Partner relationships and fostering indirect commercial success. Together, we foster a culture where trusted advisory, strategic partnership, and collaborative coaching combine to maximise Partner performance and Customer Lifetime Value across SAP's ecosystem.

What we’re looking for:

• Relevant experience in cloud topics
• 8+ years working experience in the software industry
• 5+ years in a sales or partner facing role; experience working at a SAP partner or at a cloud vendor is a ‘plus'
• Demonstrated partnering and sales management skills
• Business development planning and execution experience in leading sales pipeline, demand gen, and enablement with partners
• Solid analytical competencies
• Effective communication and presentation skills an executive level
• Local market knowledge and awareness (software industry, trends, vertical market industries, etc.)
• English - Business level, Native/Business Level – Czech language

Equal Employment Opportunity (EEO) Statement

Our company does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

Skills: Account Analysis · Account Strategy · Cloud Strategy · Competitive Positioning · Customer Value Journey Alignment · Demand Generation · Overcoming Objections · Partner Relationship Management · Relationship Building · Revenue Growth · Sales Pipeline · Industry Analysis · Channel Sales · AI Value Selling · AI Journey Mapping · Data-Driven Stakeholder Engagement · Context Engineering · AI Output Quality Assurance · Agentic AI Day-to-Day Practice · AI-Assisted Automation and Prototyping · AI Adoption Capability

Qualifications

Additional Information

About SAP
With a global network of customers, partners, employees, and thought leaders, SAP helps the world run better and improves people’s lives.
As a leader in enterprise applications and business AI, SAP stands at the nexus of business and technology. For over 50 years, organizations have trusted SAP to bring out their best by uniting business-critical operations spanning finance, procurement, HR, supply chain, and customer experience.

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 complete your application, please send an email with your request to the 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 age, race, religion, national origin, ethnicity, gender (including pregnancy and childbirth), 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.