Seller 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.

As Seller Partner Business Manager you are responsible for the development and management of selected sales partners of SAP.

Key activities include partner portfolio management, sales and services program execution and engagement, as well as partner readiness and enablement, with a clear mid-term perspective.

Evangelizes company products, drives new solutions and develops marketing tactics with partners. Stays abreast of current competition within assigned accounts and implements strategies to block competitive advancement.

The PBM is responsible for proactively developing the partner's SAP business by driving sales (to SAP Installed Base, 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, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio.

The 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).

**Key Responsibilities**
- Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner's business with SAP
- Ensures understanding of partner's basic financial structure and key drivers which influence their business and and keeps up to date with all major changes to the partners' organization as well as with the changing environment at SAP.
- Proposes changes to partner's organization to strengthen their business execution
- Articulates the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts).
- Actively supports partners in building transformational plans to differentiate themselves and add value to customers
- Ensures effective joint annual business planning with partners to deliver proper planning and execution of Sales, Marketing, and Enablement Works on investment and expansion plans
- Documents partner's commitments and investments
- Defines target account lists with the partner and delivers
- Joint account planning sessions between SAP AE and the partner
- Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews)
- Ensures proper planning and execution of Sales, Marketing and Enablement including investment and expansion commitments by all available means
- Proactively provides professional preparation and leadership of partner/SAP meetings
- Responsible for sales of SAP software licenses with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams
- Ensure that partners receive training to develop high level of sales skills on successful sales strategies and on individual opportunities
- Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin
- Oversees collaboration of Partner with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
- Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP)

Experience & Language Requirements
- Demonstrated partnering and sales leadership skills
- Relevant experience in cloud / HANA topics
- Business devel