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Partner Business Management Expert

SAP Middle East & North Africa

Cairo, Egypt

Ref: KP442-581

Job description / Role

Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.

ROLE DESCRIPTION

The Partner Business Manager (PBM) is a field-based employee that covers partners for a specific solution (B1, BYD, HCM, CEC, SRM, etc) or for a specific engagement type (Solex, 3rd Party, MCaaS, OEM, ISV, gVAR, Distribution, etc), in order to grow SAP's software license revenue across the SAP solution portfolio.  The PBM is responsible for proactively developing the partner's SAP business by driving 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.

The PBM is the main point of contact for building the partner relationship with SAP. The PBM is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. The Partner Business PBM supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact.

EXPECTATIONS AND TASKS

The VAR Partner Business Manager (PBM) is a field-based T4 level (or higher) employee that leads partners in a geography (MU or Cluster). The PBM maintains executive level engagement with each partner and is responsible for proactively developing the partner's SAP business by securing investments for packaged cloud IP development "powered by SAP".

The PBM must be seen as a board-level trusted advisor by each partner. By defining a 3-5 year plan mutally with each partner executive team that sets out the business case(s) for SAP investments the PBM develops a long-term engagement that will ensure compelling, packaged SAP-powered solutions are brought to market by each partner. The PBM leads and orchestrates the partner engagement and is responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.). It is expected that each multi-year business plan demonstrates how the partners SAP practise will grow at 2.0x the prevailing MU GB growth rate for each metric each year of the plan, i.e. ACV, LFR or ARR. Additionally the PBM is expected to deliver performance close to plan.

The PBM must secure meaningful change.

Key Responsibilities - Partner Business Manager

Strategic Value and Business Development

Responsible for the holistic management and representation of the Partner to SAP, and for proactively leading and developing the partner following a disciplined business planning process to expand their partner's business with SAP.

- Understands the partner's financial structure and key drivers which influence their business and decisions and is able to develop complex business cases affecting identified KPIs that result in investments in SAP technology resulting in future sales. The PBM should be able to articulate with evidence the regular "board pack" that is reviewed by the board of their partners.
- Explains economic trends and using self or SAP experts industry knowledge to support the partner's investment in developing the SAP business and to gain trusted advisor status .
- Proactively develops active and long-term partner relationships across all executive roles in the partner and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP and articulates the SAP corporate strategy both at a long-term strategic level but also in terms of the customer value proposition and the partner value proposition including partner economics, advise the partner on investments into various solutions as appropriate, using available SAP experts. AND named SAP executive sponsor is aligned to the CEO or equivalent of each partner and that this executive engagement is leveraged to secure investment and/or remove blockers.
- Develops and drives effective mutual annual business planning with partner to ensure proper planning and execution of agreed initiatives. Orchestration of others within SAP to ensure completion of IP development activities, sales & marketing campaigns and that partner is fully sales & technically enabled as required
- Holds partners accountable and can demonstrate results and ROI on agreed initiatives, i.e. packages in development, marketing leads generated, deals closed, etc
- Fully documents investment and expansion plans aligned to multi-year strategic plan

Partner Demand Generation and Pipeline Creation

- Responsible for the pipeline developed by & with a portfolio of partners. Leading the partners to ensure appropriate 4x coverage of expected revenue. Holding others within SAP and the partner to account to ensure agreed demand generation activities are executed and opportunities Dela Registered promptly.
- Hold relevant SAP leadership accountable for ensuring that territory owners mutually plan their territories as appropriate and execute against the plan.
- Holds SAP sales staff to account for timely response and compliance with channel operations polices.
- Tracks and measures the return on investment (ROI) on the partner's documented demand generation activities
- Orchestrates the team (marketing & PSA) to ensures partners utilize and leverage SAP's Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs
- Influences partner and SAP marketing to effectively utilize allocated marketing budget within partner or SAP and partner MDF
- Guides partner's demand generation plans to align with SAP's current go-to-market messaging;
- Works with partner teams and SAP team (MU GB Head, MU Channel Head, Territory Managers, marketing & DDE teams) to develop a comprehensive annual Pipeline Development plan.

Overall: Revenue Generation and Leadership

Responsible for sales of SAP subscription and/or software licenses with and through partners. The PBM owns the yearly budget for each portfolio of partners, coordinating activities of iPBM where present. Opportunities & quarterly targets reside with the sales team(s).

- In case of unethical behavior or breaches of channel operations policy or law the PBM will immediately challenge relevant sales leadership and escalate to GB lead. If no action with 48 hours or incorrect action escalate to regional Ecosystem Head within a further 24 hours.
- PBM to hold partner to account in case of poor or delayed responses to reasonable enquiries for sales information. PBM to hold SAP sales to account to same.
- PBM to regularly review business status with partner and able to provide oversight of partner pipeline to senior SAP MU leaders as required. It is expected that SAP sellers shall have their own updates through mutually working each sales opportunity. PBM should have more detailed knowledge of top 3 opportunities in each partner and be able to provide a "partner view" of each opportunity upon request. For all partner business they should orchestrate functions including iPBM, PSD (for PCoE, enablement & authorisations), AR for credit blocks and others to remove any issues.
- Must ensure that partner has delivery & support capacity to support revenue objectives. Orchestrates others such as PSD to ensure relevant enablement, certifications and similar are in place or proactively resolved.
- Leads & orchestrates SAP teams (Account Executive, Commercial Sales Executive, General Business Sales Executives, Digital Demand Executive, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes. Monitor to ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.).
- Develops strategies and creates engagements that help partner develop relationships as necessary with other partners of the SAP Ecosystem such as PE Build or PE Service such that the transacting partner is able to broaden its offering to the market. Be able to demonstrate the impact of such approach against relevant KPIs.
- Orchestrates the team to develop partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits. By specific engagement of the Solution Sales team to expedite partner success of newly adopted SAP solutions.
- Orchestrates the team to ensure partners are trained on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses.
- Orchestrates the team to drives partner execution to revenue commitments to SAP. Reports progress to partner & SAP executives as required.

General Partner Management

The PBM is responsible for leading the engagement with each partner and he/she should proactively orchestrate other functions such as iPBM, PSA and Solution Centre to ensure all aspects of the engagement exceed minimum requirements. The PBM should not necessarily "do" but the PBM must orchestrate and ensure action.

Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP's Chanel Operating Policies.

- Proactively provide professional preparation and leadership of partner/SAP meetings. A partner briefing must be prepared for every meeting of a SAP exec with any partner.
- Coordinates SAP team members to communicate key partner changes, e.g. new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. to relevant SAP systems and teams (e.g., PRM, ISE's, Account Executives) 
- 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.
- Diagnoses and prescribes corrective action for underperforming partners
- Ensures via PSA that PartnerEdge requirements are met and that PSA is taking corrective action as necessary.
- Guides partner to work effectively within SAP's Go-to-Market strategy specifically packaged IP.
- Ensures partner's sales force become experts on delivering relevant joint value propositions
- Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio

Requirements

WORK EXPERIENCE

- 10+ years in a Partner Business Management equivalent role
- 20+ years working experience in the software industry
- Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
- Proven capability to work in a team and collaborate; with independent accountability
- High energy - brings innovative ideas to the team and champions best practices
- Effective communication and presentation skills
- Strong analytical competencies
- Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
- Relevant experience in cloud
- Partnering and sales leadership skills must be demonstrated.
- Capable of developing complex business plans supporting partner investment in SAP and SAP investment in partner.
- Solid understanding of and ability to make decisions based upon business financials including Balance Sheet, Profit & Loss Account must be demonstrated.
- Excellent internal & external executive level engagements must be demonstrated
- Master equivalent: preferred
- Bachelor equivalent: yes
- Business level local language: yes
- Business level English: yes
- Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
- Microsoft Office tools, including Word, Excel and PowerPoint
- Proven capability to work in a team and collaborate; with independent accountability
- High energy - brings innovative ideas to the team and champions best practices
- Effective communication and presentation skills an executive level

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. Successful candidates might be required to undergo a background verification with an external vendor.

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.

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