EMEA South Channel Lead Digital Supply Chain

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.

PURPOSE AND OBJECTIVES

The EMEA South Partner Expansion and Activation Senior Specialist/Expert leads channel development and enablement for IoT and Digital Supply Chain solutions and defines the Partner Strategy and Business execution for IoT and Digital Supply Chain solutions. He/she will drive the IoT and Digital Supply Chain vision and adoption across the region, while developing and supporting specific programs to ensure that Partners successfully drive strategic SAP priorities and business growth.

Furthermore, he/she will implement an effective governance model across EMEA South to ensure that partner capabilities and customer business drivers, align with the IoT and Digital Supply Chain solution portfolio. He/she has overall responsibility for directing the regional Partner Enablement, Partner Go-To-Market Planning for Co-Sell and Indirect Revenue and Partner Demand Generation.

He/she will work closely with Global and Regional teams to orchestrate efficient channel support and execution in the EMEA South Market Units.

EXPECTATIONS AND TASKS

- Responsible for the channel strategy for implementation partners, resell partners and digital channels for IoT and Digital Supply Chain solutions.
- Drive execution of the partner strategy with strong alignment with Regional Sales, Center of Excellence, Business Development and Partner organizations.
- Identify select Implementation and Resell Partners per Region per Market Unit for target solutions within the IoT and Digital Supply Chain solution portfolio.
- Create Partner Go to Market Plans for strategic Partners, implement KPIs, establish a monthly tracking and reporting process, and perform monthly, quarterly and annual reviews, to measure and manage success.
- Identify and close White Space for select market units and products.
- Own the Indirect Revenue number and drive indirect revenue in the General Business and Large Enterprise Markets - dormant and net new customers.
- Work with General Business Sales, Inside Sales and Partner Teams to drive Indirect Revenue.
- Work closely with the Sales Leaders and Partners to drive Co-Sell Revenue, planning and execution with regular joint EMEA South tings and forecast calls on key opportunities.
- Run Campaigns and Sales Plays with Partners to drive solution adoption and achieve revenue targets.
- Work with Solution Management Team, Sales, COE and Business Development Teams to develop Partner Enablement Plans for each Region.
- Plan and orchestrate delivery of Partner Enablement for EMEA South Partners.
- Work with Solution Management to understand solution releases and map to Partner Enablement Plan.
- Work with Solution Management to provide enablement content on the Partner Edge Portal.
- Represent the EMEA South Region in global alignment EMEA South tings and quarterly business reviews.
- Drive Partner-based thought leadership, customer references and success stories for IoT and Digital Supply Chain solutions.
- Drive regional recognition of partner and sales excellence for IoT and Digital Supply Chain solutions.

Requirements

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

REQUIRED SKILLS

- Excellent knowledge of SAP ERP and Digital Supply Chain solutions.
- Experience in partner business and in the principles of solution selling through partners
- Knowledge and understanding of partner dynamics
- Technical skills in SAP ERP and Digital Supply Chain solutions, ideally from a Presales, Value Engineering, Solution/Product Management or Consulting Sales and Implementation background.
- Experience in Value Management, Best Practices, Rapid-Deployment or Industry Content creation.
- Culturally-savvy in relevant EMEA South Market Units, has experience working across borders and collaborates easily with individuals from different cultures and backgrounds.
- Team player capable of balancing short term deliverables with strategic goals and objectives.
- Project Management knowledge, behavior and qualities.
- Track record in planning, communicating, advising, challenging and supporting strategic planning EMEA South tings.
- Fluency in English is mandatory.

PREFERRED SKILLS

- Computer Science and Economics Master or equivalent required.
- Proven Track record in managing complex customer, partner, sales or solution projects.
- Experience in strategic planning, detailed planning and execution
- Proven solution experience in SAP ERP and Digital Supply Chain solutions.
- Comfortable in both leadership and team player roles.
- Existing SAP ERP and Digital Supply Chain stakeholder network in the EMEA South Region.
- Ability to understand and forge strong relationships with key stakeholders at SAP and Partner organizations.

WORK EXPERIENCE

- 5+ years of consulting and/or software sales responsibility.
- Proven track record in project management and successful execution.

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.