What we offer ROLE DESCRIPTIONThis person will be responsible for building a business in given geography, solution, and/or industry, including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management).
EXPECTATIONS AND TASKSIdentifies market opportunity and coverage and delivery capacity gaps in the partner ecosystem relevant to his/her solution- or industry specialization.Reviews resource allocation on a regular base and adjusts accordingly.Identifies potential partners to recruit to meet capacity requirements and builds business case to present partner value proposition (including economic value prop).Responsible for creation, monitoring and review of Business Development activities around his/her solution- or industry-specialization area.Defines innovative approaches to specialized Channel Build and executes either directly or via the team.Drives core strategies and actions to ensure KPI achievement, generally focused on volume segment.Acts in strong interrelationship / co-located with similarly specialized sales roles (e.g., specialized AEs in Enterprise segment in regional centers of Expertise).Develops and executes Partner demand generation plan to build partner pipeline.Creates Partner competency plan to ensure partner resources are trained on the latest solution and sales content.Implements Partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies.Establishes Presales coaching plan for existing and new partners.Ensures Solution or Industry build plans are in place and KPIs are met.Develops action plans to correct as necessary.Drives business/territory plan for his specialization area(s) under his supervision on a regular base for mid-term and quarterly perspective.Involves in transactional sales support in key deals in his area(s) of solution/industry expertise at AE's request, and/or may potentially be based on a partner's initiative.Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution/industry expertise.Provides forecast by partners with regards to his solution/industry specialization to the country and regional sales management.Ensures forecast and pipeline accuracy.Escalates critical deals in his area of solution/industry expertise in a proactive and professional manner.Coordinates solution/industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization.Works with Partners and Indirect Channel Management to prospect new companies as potential customers around his area of solution specialization/industry focus.WORK EXPERIENCEMinimum 2-3 years of experience in Sales or Business Development.Experience in multi-channel go-to-market models.Experience in negotiating with Customers within SME market.Proven track record in target achievement.EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIESUniversity degree, preferably in Computer Science, Engineering or Management.Understanding of the principles of solution selling through Partners.Experience in selling cloud solutions.Ability to articulate and position E&C Value Proposition along with Partner ROI at CxO level.Knowledge and understanding of Partner Dynamics.Knowledge of Solution Portfolio and relevant markets.Native Spanish.Excellent written and oral English communication skills.We are SAP Our inclusion promise 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.
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.
Requisition ID: 323823 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time
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