Partner Management Senior Specialist

 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.

POSITION SUMMARY 

 
The Partner Business Manager, Strategic Partnerships is responsible for driving SAP’s relationship with some of the company’s identified global and strategic partners within the Mexico MU - to deliver market impact and support the long-term growth of SAP.  This role is an individual contributor and will assist in leading the transformation of existing strategic partnerships to drive the SAP digital transformation agenda. This is a highly visible role that will interact directly with the executive level of assigned partner(s) and will engage with a broad variety of executive-level stakeholders inside SAP. 

IDEAL EXPERIENCE 

• Senior sales and/or partner-level experience; regular C-level/executive-level engagement 

• Successful track record negotiating large-scale, complex business agreements and transactions. 

• Preferred direct sales and account management experience. Management Consulting with significant Consultative selling and business development to drive digital transformation agenda with customers or business partners. 

• Overall 13+ years of experience and has preferably worked for big 4 consulting firms, large competitive vendors or Tier One Integrators 

• Experience structuring and engaging in multiple partnering models (e.g. co-selling, value-added reselling, OEM). 

• Demonstrated capacity for operating regionally, having driven significant business results in multiple geographies and previous experience with strategic partners, or strong knowledge of their workings is preferred. 

KEY RESPONSIBILITIES  

• New Business Development. Draw upon deep understanding of complex market dynamics to help identify and drive new market opportunities for the partnerships. Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements. Secure the necessary internal and external stakeholder support across involved Board areas and business units, including Market Unit Executive Management and Sales teams. 

• Partnership and Digital Business Transformation. Evangelize, engage, enable partners to pursue “win-win” business plans and models that support and promote SAP’s strategic agenda and leverages SAP’s digital business transformation portfolio – especially in S/4HANA RISE portfolio, Line of Business Cloud Solutions, and SAP Business Technology Platform, along with a strong Industry Cloud development and focus. Identify and develop executive strategic initiatives in support of these areas.  Foster development of partner services capacity in growth areas and spearhead efforts to drive SAP platform adoption in the partner’s own business.  

• GTM Engagement. Drive the successful execution of joint go-to-market activities with Strategic Partners and the SAP field and to participate in preparation of 360 engagement with relevant  GADs. Achieve partner-driven revenue targets and KPI’s as relevant for assigned partner(s) and directly engage in key sales opportunities. 

• Co-innovation. Drive co-innovation initiatives with selected Strategic Partners in concert with SAP development, solution management, and field stakeholders. Foster new solutions on SAP platforms, capitalizing on partner domain expertise.  Facilitate development of joint solution and/or technology roadmaps 

• Sets and manages clear expectations by defining concrete objectives, deliverables, and action plans 

CRITICAL COMPETENCIES 

• Collaboration/EQ. Demonstrates capacity to engender trust and effectively collaborate with SAP and partner colleagues at all levels, from senior executives, account teams, and individual contributors.  A diplomatic, natural networker who builds positive, enduring relationships and helps bridge diverse perspectives. Thinks and acts “win-win” when relating to others and demonstrates effectiveness in aligning and orchestrating interests to achieve results.  Shows good judgment regarding where and when to compromise. 

• Industry expertise.  Knowledgeable of relevant market, competitive, and technology trends influencing the enterprise solutions industry.  Applies well-informed point of view to identify new business opportunities, address partnership dynamics, and shape innovative business plans that drive tangible market impact. 

• Creative problem solving. Adept at diagnosing problems and issues, identifying root causes, and determining creative yet practical ways to address them. Willing and able to consider different points of view and engage directly in the problem-solving process vs delegating to others.  Able to make decisions promptly, thoughtfully, and confidently in highly ambiguous situations. 

• Executive Communication. Highly effective written and oral communication skills. 

Location: Mexico 

​Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

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: 398513  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.