What do we offer
Our corporate culture is focused on helping our employees enable innovation by building breakthroughs together. How do? Every day we focus on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and aligns with our goal-driven and future-focused work. We offer a highly collaborative and nurturing team environment with a strong focus on learning and development, recognition of your individual contributions, and a variety of benefit options for you to choose from. Apply now!
Role overview
The Internal Partner Business Manager (iPBM) is an office-based role that leads commercial engagement with partners under the direction of a Field PBM or Channel Head. iPBM maintains sales management and engagement at the executive level with each partner and is responsible for the proactive development of the partner’s SAP business through continuous execution of demand generation activities along with CSE, DDE, marketing, and others.
iPBM is the go-to advisor for all things ‘digital’, iPBM must ensure that the partner is organized and resourced for effective and ongoing digitally oriented sales and marketing and coordinate partner-led activities to exploit this channel. Key measures are the number of package campaigns in the market, pipeline generation and conversion-to-opportunity ratio. iPBM will organize continuous digital demand generation and alignment with Demand Scheme, DDE, MSE and MM AE including alignment of regional and partner business plans.
Responsibilities and duties
Understands partner’s tactical business objectives and KPIs that impact their business.
Responsible for the overall management and partner representation in SAP and the ongoing development of partner-led opportunities aligned with L of LACE.
Explains technology trends to influence partner product strategy
Develops and leads effective mutual annual business planning with partner to ensure appropriate planning and execution.
Works with partner teams and the SAP team (iPBM Leader, MU GPO Leader, MU Channel Leader, Territory Managers, Marketing and DDE teams) to develop a comprehensive annual pipeline development plan.
Capable of identifying when partner strategy or solution needs updating and able to bring PBM at the appropriate level into VAR to achieve this update.
Holds partners accountable and highlights results and ROI on agreed initiatives i.e. pipeline construction, deals closing, personnel training etc.
Influences partner and SAP marketing to make effective use of the marketing budget allocated within the partner or SAP and partner MDF.
Ensure that the partner has delivery capacity and support to support revenue targets. It coordinates others such as PXD to ensure relevant enablers, certifications, and the like are in place or proactively resolved.
– Coordinates partners with the ACE (Accreditation, Consumption and Expansion) approach.
Skills/Experience Required
A talented professional with at least 2+ years of experience in marketing, sales or partner management roles.
– A ‘Tonic’ that brings a sense of purpose and fun to building a partner-led pipeline culture.
A proven track record of leading partners with expertise in modern ‘data-driven’ approaches to digital demand generation.
Service-oriented attitude and ability to thrive in a dynamic, fast-paced environment.
Possibility to be an excellent communicator and team player with the ability to develop and maintain relationships within a virtual team.
– English is a must, and Italian and/or Spanish as a must for the roles assigned to those respective groups.
Experience working in a multicultural environment
Minimum Bachelor’s degree, MBA/Master’s degree or equivalent preferred
Excellent communication, organization and time management skills
What’s in it for you?
A clear and structured career path to managing external partners or sales roles and beyond
World-class training and development in the areas of professional growth and product knowledge
– Continuous learning and knowledge sharing with some of the best complex selling professionals in the industry
An opportunity to work in a dynamic, fun and challenging environment where we make sure you reach your full potential.
We are SAP
SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insights more effectively. Known as a leader in enterprise resource planning (ERP) software, SAP has evolved into a market leader in end-to-end business application software, database-related services, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are goal-focused and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting industries, people or global platforms, we help ensure that every challenge gets the solution it deserves. At SAP, we build breakthroughs together.
We promised to include
SAP’s culture of inclusion, focus on health and wellbeing, and flexible work models help ensure that everyone – regardless of background – feels included and can function 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 people to inspire confidence and help everyone achieve their full potential. We ultimately believe in unleashing all talents and creating a better and fairer world.
SAP is proud to be an equal opportunity workplace and affirmative action employer. We are committed to the values of equal employment opportunity and provide accessibility for applicants with physical and/or mental disabilities.
Headquartered in Walldorf, Germany, SAP is the world’s largest business software company with more than 51,500 employees in sales and development sites in more than 50 countries worldwide.
Our global development approach focuses on distributing development worldwide in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel and the United States, enables SAP to operate locally, yet is organized globally.
As the global technology research unit of SAP, SAP Research contributes significantly to the SAP product portfolio and expands SAP’s leadership position by identifying and shaping emerging IT trends through applied research and enterprise adventure. SAP Research has highly skilled teams in 11 research centers around the world.