Key Responsibilities
Strategic Value and Business Development
- Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their business with SAP.
Overall: Revenue Generation and Leadership
- Responsible for sales of SAP Cloud Subscription with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams. Also responsible for scaling Partner Led Territories business with partners.
Partner Demand Generation and Pipeline Creation
- Responsible for partner's pipeline development; driving to SAP's expectation of pipeline multipliers and leveraging SAP marketing and business development resources and tools.
- Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.
General Partner Management
- Responsible for the overall success of partners assigned to with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP's Chanel Operating Policies. Support for complex deals in accounts
People Management
- Responsible for managing a team of Partner business managers. Provide thought leadership, coaches/ guides team for joint success against defined KPIs. Also responsible for coordinating all SAP interactions to drive partner investments and growth in SAP's solutions portfolio in assigned territories.
Experience & Language Requirements
- 15+ years working experience in the software industry.
- 5+ years in a partner facing role (ex. Customer Service, Sales, Consulting) with people management experience.
- Demonstrated partnering and sales leadership skills.
- Relevant experience in developing and growing cloud business with partners / SAP Solution Portfolio
- Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
- Strong analytical competencies
- Effective communication and presentation skills an executive level
- High energy - brings innovative ideas to the team and champions best practices.
- Proven capability to work in a team and collaborate, with independent accountability.
- Local market knowledge with relevant working experience and understanding (software industry, trends, vertical market industries, etc.) in Thailand, Vietnam, Singapore, and Emerging Markets
- Business level English and preferred if can speak in local country language
