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Partner Bus Mgt Senior Specialist
Company | SAP |
Address | Area DKI Jakarta, Indonesia |
Employment type | FULL_TIME |
Salary | |
Category | Jasa TI dan Konsultan TI,Pengembangan Perangkat Lunak,Konsultan dan Jasa Bisnis |
Expires | 2023-05-25 |
Posted at | 1 year ago |
We help the world run better
- 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);
- Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, �), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP
- Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
- Explains economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status
- Mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas)
- 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;
- Understands the partner's basic financial structure and key drivers which influence their business and decisions
- Documents partner's commitments and investments,
- Proactively prepare and execute on partner/SAP meetings
- Develops and executes effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
- Works on investment and expansion plans,
- Assists partner in building transformational plans to differentiate themselves and add value to customers.
- Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).
- Collaborates with SAP teams (Account Executive, Inside Sales Executive, Mid-Market Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
- Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;
- Updates and communicates key partner changes -- for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. -- to relevant SAP systems and teams (e.g., PRM, ISE's, Account Executives)
- Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin
- Resolves conflicts, align with management on critical cases and escalate as needed
- Utilizes available experts (presales, MSE, AEs, etc.)
- Drives partner execution to revenue commitments to SAP and measures and reports progress
- Develops partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.
- Ensures partners utilize and leverage SAP's Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs;
- Guides partner's demand generation plans to align with SAP's current go-to-market messaging;
- Develops and executes a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references
- Understands and shares relevant demand generation and pipeline creation best practices with partners
- Influences partner to effectively utilize 100% of their marketing development funds;
- Advises partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans;
- Tracks and measures the return on investment (ROI) on the partner's documented demand generation activities
- Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.
- Optimizes partner engagement and investment in the SAP ecosystem and portfolio
- Diagnoses and prescribes corrective action for underperforming partners
- Guides partner to work effectively within SAP's Go-to-Market strategy
- Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met
- Effectively trains partner's sales force to become experts on delivering the SAP value proposition (overall and by solution)
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