Software Partner Manager ANZ (ISV PBM)

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.

PURPOSE AND OBJECTIVES

The Partner Ecosystem Success Organisation within SAP’s Board Area of Customer Success has commenced on a journey towards Next Generation Partnerships at SAP. Within PES, the Software Partner Success Team is a dynamic team that is passionate about our partners and their journey from the creation of software innovation to commercial success with SAP.

We carry the mandate to fuel a thriving ecosystem of partners who are building or bringing differentiating IP to SAP across a variety of revenue-generating engagement models.

Our team focuses on executing partner success tactics to monetise key partner solutions that created valuable IP to meet the needs of SAP customers through effective partner management, GTM strategies and execution.

ROLE AND RESPONSIBILITIES

The role will report into the Regional Vice President of Software Partner Success, managing strategic software solution partners for SAP and working regularly across the PES, LOB’s, corporate functions such as Field Sales, Global Marketing, Revenue Operations, as well as business unit leaders across all areas, including regional sales and partner management.

In this role, you will:

• Manage assigned software partners (Solution Extensions and SAP Store) in Australia & New Zealand (ANZ), including partner relationship, pipeline management, performance and engagement management with revenue responsibility
• Develop and implement the overall strategy and business plans to drive SAP software solution partners revenue contributions to SAP individually and across ANZ & support the Asia Pacific Region
• Work closely with Partners, SAP Partner Teams, Industry team, SAP Industry and LOB field, Customers, locally, regionally and globally and build sustainable relationships to advance Software Partner Solutioning and Success.
• This will include managing and executing on Cloud Software Partner Success plans that you will tailor for assigned SAP Cloud Software Partners and territories while working cross functionally to develop SAP Software Partner marketing / event / demand generation programs, enhance partner technologies, training, collateral and field enablement activities.

WHAT YOU WILL BRING

The successful applicant will bring to the role a "Customer First & Partner focused" mentality, strong Business Acumen, the ability to think innovatively, and the motivation to take on challenges and make a visible difference. Applicants should possess the following skills and attributes:

• Self-driven personality with strong analytical and communication skills with the ability to express complex matters in a crisp and easy consumable fashion, ability to influence Senior Executives and build relationships across functions, levels and geographies to drive interest to grow software partner business.
• Must have solid experience successfully managing software partners as well as sales at the executive relationship level as well as working across all levels of the organization with revenue based growth outcomes. This individual thrives on dedicated work and demonstrates strong business and partnering acumen with the highest levels of integrity and relationship management skills with partners, partner management teams and field sales leadership. He/she creates the market for few solutions and accelerates the momentum of existing solutions, increasing the predictable part of the business.

• Bachelor's degree or equivalent, ideally in Computer Science, Engineering or Business Administration

WORK EXPERIENCE: 10+ years of total work experience in the Enterprise Software Industry. 5+ years of Partner Relationship Management success experience with demonstrated growth impact for responsible partners.

Location: Sydney

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: 435901 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - Australia #LI-Hybrid