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Director - Channel and Alliances - LeanIX

3 months ago

North Sydney, Australia SAP Full time

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now

What you’ll do

 

We’re hiring a Director, APJ Channel and Alliances that will recruit, develop, and scale the LeanIX partner ecosystems with multiple partner types (e.g. consulting, implementation, and referral/resell partners) in the IT industry. This individual will also support partners in selling LeanIX products, engaging with both existing LeanIX and SAP partners as well as net new partners across the ecosystem in the APJ region, and will help develop the partners to engage with joint customers and prospects around LeanIX. You are a trusted advisor on matters relating to the LeanIX product offerings, have industry knowledge, experience building partner ecosystems and channel, and know how to leverage executive relationships. 
 
You will develop and execute a regional business plan designed to collaborate within partner accounts, along with individual partner plans. This will include strategic planning and positioning of the product, facilitating product training to partners, and coordinating customer events and programs to effectively drive incremental, indirect revenue through partners. You will be self-motivated to succeed in a scale-up environment, able to articulate product and business strategies and have a proven track record of success in delivering results. 

 

  • Establish and develop partnerships with consulting firms, system integrators and technology ISVs, as part of our aggressive growth plan in the region 
  • Be the single point of contact and trusted advisor to senior stakeholders (Partners, Managing Directors) of LeanIX partners 
  • Work with LeanIX partners to develop a joint strategy and go-to-market plan that includes investments in partner practice development, opportunity identification and referrals, co-selling, and development/outsourcing of LeanIX based partner service offerings 
  • Manage the enablement of our partners to fully leverage the business value of the LeanIX technology to accelerate their consulting services to their end- customers and support actively in the sales cycle. 
  • Collaborate with different teams at LeanIX and SAP, like Sales, Customer Success Management, Support and Marketing to ensure a good support of partner activities for LeanIX customers and customer prospects 

What you bring? 

  • 15+ years of experience partner recruitment and management of multiple partner types (e.g. consulting, technology and referral/resell partners) in the IT industry, preferred already in the context of enterprise SaaS software 
  • Multiple years of experience in consulting with one of the leading consulting firms are of benefit. 
  • Intensive business development skills: proven ability to understand different organizational and go-to-market models of global acting consulting firms, system integrators and technology ISVs 
  • Relationship-builder and passion for partner success and the ability to focus and execute in a changing environment and to make things happen. 
  • Strategic Vision: Ability to conceptualise and implement innovative go-to-market and partner strategies that align with LeanIX’s long-term vision and regional growth objectives. 
  • Analytical Skills: Strong data analysis capabilities to measure partner performance, identify growth opportunities, and optimise the partner lifecycle for maximum efficiency and profitability. 
  • Cultural Competence: Awareness and sensitivity to the diverse business cultures within the APJ region, enabling effective communication and relationship-building across different markets. 
  • Leadership Qualities: Demonstrated leadership skills with the capacity to mentor and influence partners and internal teams without direct authority. 
  • Fluent in English.  

 

LeanIX empowers organizations with transparency around their as-is IT landscape, enabling them to visualize its interconnections, assess its support of business capabilities, and manage its continuous transformation. LeanIX is now an SAP company and this role will ultimately report into the LeanIX organization. Your application information will therefore be shared across SAP and LeanIX recruiting and hiring teams.

 

#LeanIX

 

We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 390299  | Work Area: Sales  | Expected Travel: 0 - 100%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.