Lac Ecosystem Leader for Hxm

**What we offer**

**ROLE DESCRIPTION**:
The Partner Business Manager (PBM) is a field-based role working with strategic alliance, resell & advisory partners in the Human Experience Management (HXM) line of business. You are part of our strategy to build the ecosystem that powers growth the Human Experience market and delivers outstanding customer outcomes. This is a revenue enabling role, where you are working every day with our partners and alongside our own customer
- and market-facing teams. Success is measured by the software license revenue sourced, influenced & sold by the partners you manage, the successful outcomes delivered to customers, and the innovation our partners bring to market with SAP’s Business Technology Platform.

This role is part of our Global Strategic Alliances team, with specific responsibility for partners in our Latin America and Caribbean (LAC) region. LAC covers the markets from Mexico down to Argentina & Chile, including the Caribbean. It is one of the most dynamic regions in the business world, with cultural and language diversity. You will be the main point of contact for building the partner relationship with the partners you own for the region, with a focus on Mexico as the primary market. Your responsibilities start with driving the Regional Game Plan for the whole LAC region, and taking personal accountability for the ecosystem Go To Market (GTM) strategy in Mexico. With a clear GTM plan in place for Mexico with focus partners, you will manage the growth initiatives as a link between our partners and our GTM and marketing teams, and drive the resulting pipeline growth and sales motions alongside our Account Executives in HXM and Industry teams. The PBM provides critical support to SAP sales teams and partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities.

The work of a Partner Business Manager regularly involves coordinating all SAP interactions (with executives, sales leadership, account executives, CEEs, solutions teams, peers, etc.) in order to drive partner investments and growth as well as day to day account interactions. As well as the deal-focused activities, you’ll be thinking on long term development, health-of-business and transformation to new solutions, technologies and models. To ensure our partners are delivering the best customer adoption and consumption, you will also support the Partner Delivery Management and Partner Readiness team to drive practice excellence & enablement so partners reach self-sufficiency and deliver outstanding customer value.

**EXPECTATIONS AND TASKS**:
**Regional Ecosystem Strategy**:

- Responsible for driving creation of the Regional Game Plan for HXM ecosystem across LAC region, as a key driver for the regional business planning process and active participant in the plan through the year
- Building and maintaining stakeholder relationships within HXM line of business leadership and the Partner Ecosystem Success organisation
- Leading build of regional ecosystem metrics and dashboards to gain insight to ecosystem impact to the HXM line of business, including representing ecosystem metrics as part of HXM LAC leadership team
- Engaging global HXM ecosystem teams to support LAC Game Plan design and execution
- Ensuring clear accountabilities are understood for key HXM partners across Partner Ecosystem Success for partner management, deal support and issue resolution
**Strategy, GTM Planning and Business Development**
- Develops and drive effective joint annual business planning with partners to align with the HXM business plan and go to market initiatives, for maximum multiplier effect from our ecosystem
- Works on investment and expansion plans alongside colleagues from Partner Readiness and Partner Delivery to ensure we have the ecosystem in place to grow and delivery high value customer outcomes
- Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).
- Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
- Understands and 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);
- Presents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption - mainly focusing on extending the partner’s sweet spot (vs. entering completely new business areas)
- Assists partner in building transformational plans to differentiate themselves and add value to customers - Explains economic trends and industry knowledge to support the partner’s investment in developing their SAP business and to gain trust