Services Partner Business Manager

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

Within SAP ANZ, our team is driven by a singular purpose — to empower organisations across industries to thrive in the digital era. We believe in the transformative power of technology to elevate businesses, drive innovation, and create lasting value for our customers. Our purpose is to be the catalyst that enables our clients to navigate the complexities of the modern business landscape, leveraging SAP's cutting-edge solutions to achieve unprecedented success.

Our team is at the forefront of shaping the future of business in the region, as we embark on scaling the Partner and Ecosystem in line with the Next Level Adoption strategy. We are a dynamic and diverse group of professionals united by a shared commitment to excellence, innovation and customer and partner success.

**Expectations & Tasks**

As a Services PBM in the Partner and Ecosystem team for SAP ANZ, you will play a pivotal role in driving business growth through supporting SAP ANZ to scale the channel and drive customer cloud delivery excellence. This role offers a unique chance to work with leading GSSP partners and the Independent advisory community across ANZ. Your primary focus will be driving impact revenue and indirect revenue through uncovering ways for better deal origination and influence within these partners across all LOBs. You will also be focused on building a programmatic advisory strategy to engage with influential organisations in our ecosystem to ensure they have the right information on SAP’s strategy, industry innovations and product roadmaps to support customer decision-making. You will also monitor large strategic programs across our Market Unit to make sure our partners are driving cloud delivery excellence and positive outcomes for our customers.
- ** Expected Outcomes**:
Indirect Revenue Quota Achievement GSSPs: Exceed or meet indirect revenue quota targets through supporting PBMs execute on their partner business plans.
- Impact Revenue Target: Identify and forecast where our partners are supporting SAP’s direct business closure.
- Influence and Advisory Strategy: Develop an advisory engagement strategy to drive better alignment with independent advisors and advisory partners within the GSSPs.
- Pipeline Development: Support PBMs in driving better deal origination within the GSSPs for Indirect Revenue (VAR, CCFLEX and PMC).
- Partner-Driven Deployed ACV: Support the achievement of the DACV target for SAP ANZ by monitoring our top programs across the MU.
- **Responsibilities**:

- Partner Relationship Management:

- Support GSSP PBMS on their Partner Business Plans to achieve indirect revenue targets and foster sustainable growth.
- Establish strong, value-driven relationships with partners based on a deep understanding of their needs.
- Demand Generation and Pipeline
- Develop creative and bold deal origination ideas with the GSSPs to support our pipeline generation targets.
- Influence and Advisory
- Demonstrate leadership in building out a strategy and plan to engage with these organisations and individuals.
- Connecting advisors with the right experts and Account teams within SAP ANZ to scale SAP’s strategic messages and drive mutual success.
- Cloud Delivery Excellence
- Align closely with our Ecosystem Delivery Success Manager to drive cloud delivery excellence messages to senior partners within the GSSPs.
- Monitor the top strategic programs across the MU, highlight any risks to the SET so we can engage and support partners to drive customer success.

Ideal Profile:
Educational Background and Experience:

- Ideally hold a degree in a relevant field.
- Several years of experience with increasing responsibility, showcasing advanced technical or business skills.
- Previous experience in sales, account management, or a related field is advantageous.

Soft Skills:

- Communication: Exceptional communication skills to build and maintain partnerships with internal and external stakeholders.
- Partner Focus: Ability to develop acumen to cultivate and develop lasting partner relationships.
- Collaboration: Strong collaboration skills, actively contributing to building common ground for cooperation.
- Adaptability: Ability to work independently and collaboratively in a fast-paced, dynamic team.
- Leadership: Demonstrated leadership skills and the ability to lead engage multiple teams across SAP ANZ to support the Advisory and Influence plan.
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