Partner Management Senior Specialist

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

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