Channel Sales Manager

**We help the world run better**

**Please note**:

- Preferred location is Sydney but would consider suitable caniddates from other locations within Australia.

**Position Titl**

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This sales lead is responsible channel sales for S/4 Hana Public Cloud, Business ByDesign and BusinessOne in the territory assigned. The results will be measured against sales target, and defined KPIs, such as Cloud adoption, Channel Growth, New Names acquisition from the channel, % of channel participation, Innovation adoption and Customer Retention. The sales lead is expected to collaborate closely with SAP extended teams (Account team, Marketing, Partner organization, Solution Expert, Customer Engagement, etc) to realize the goals.

**KEY RESPONSIBILITIES**

**Sales Excellence**
- Achieve and exceed quota targets in S/4 Hana Public Cloud, Business byDesign and BusinessOne for assigned territory
- Create and execute a holistic territory plan for your area of channel sales responsibility
- Work closely with the mid-market sales executives/account executives (MSEs/AEs) and particularly channel partners on driving and closing deals to achieve assigned sales and revenue targets.
- Maintain CRM system with accurate customer and pipeline information to ensure forecast and pipeline accuracy in continuous alignment with local Sales management and partners.

**Channel Sales/Management
- Support the region to maintain a strong Channel Growth**
- Drive sales through S/4 Hana Public Cloud, Business byDesign and BusinessOne channel and Ensure the Channel Partners business objectives are met in accordance with the growth target & SAP software/subscription revenue recognition guidelines
- Support Channel Partners managing SAP sales process and Build up programs to support channel partners in growing their overall business (New / Existing license revenue, Net New Names, Green field penetration)
- Ensure selling of business value and outcomes by the partners, instead of technology features and functions by adopting a consultative sales approach to address customers’/prospects’ priorities and pain points.
- Take on accountability for a high conversion rate between pipeline to deal closure. Be an expert on the competition with their assigned industry/ geography, identify competitive threats, & derive an executable plan to mitigate the risk
- Engage existing customers to expand references.

**Channel Recruitment, Development & Enablement - Grow a self-sufficient Ecosystem from lead to reference**
- Clear understanding of the value proposition on partner economics and guide the team on strategies for partner profitability
- Prepare & manage a comprehensive Channel Development & Enablement strategy
- Create, monitor and review Business Development activities around the assigned product portfolio. Define innovative approaches to generate business and execute either directly or via the channel or SAP stakeholders.
- Participate in strategy formulation aiming to build a self-sufficient eco-system to grow the business
- Leverage Global or regional resources to develop Partner Sales & Implementation Capability
- Ensure adequate Channel Partner capacity in both pre-sales and post-sales to maintain a YOY growth

**Communication**
- Build and maintain strategic partnerships with key decision makers internally and in partner/customer organization
- Ensure understanding, trust and open cooperation on management level and below through effective and appropriate communication
- Optimize communication style according to different stakeholders, situation and media
- Formulate clear management objectives and strategies and ensure understanding
- Communicate unpleasant messages in a timely and constructive manner

**Stakeholder Management**
- Collaborate closely with marketing to drive demand generation continuously throughout the year & ensure timely reporting on the ROI in view of value & volume
- Align & Cooperate with MidMarket account team & partner organization to increase revenue performance and partner readiness

**SKILLS PROFILE**

**Experience**
- Minimum 8-10 years relevant experience, preferably in a channel sales capacity
- Experience of working in a complex environment with Large Enterprise/SME as a primary target market
- Ability to drive Cloud ERP adoption with Channel Partner
- Experience in running programs with channel partners to drive incremental pipeline will be advantageous
- Knowledge of SAP ERP Portfolio (in particular Cloud) or any other Tier 2 ERP software is a key advantage for this role
- Experience in driving ISV sales engagement is a plus

**Key Desired SAP Competencies**
- Leadership qualities, with the ability to articulate a clear vision and drive change within channel partner and organisation.
- Goal & Results-driven and sales-process acumen with a strong desire to succeed
- Innovative thinking to drive simplicity and challenge complexity
- Analytical thinker who works logically to resolve problems and address opportuniti