Channel Executive - SAP Hybris Cloud Job

Job description

Requisition ID: 131280
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

 

COMPANY DESCRIPTION

 

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

 

The SAP Hybris Cloud Channel Executive is a field-based employee that is responsible to grow our indirect business of SAP Hybris Cloud indirect business with a focus on Cloud for Customer and secondary marketing cloud within our SME market space for ANZ.

 

The expectation is to have knowhow on how to grow our indirect license revenue by recruiting new partners, enabling partners, driving business plans and demand generation in collaboration with deal execution.

 

As the central advisor to selected key partners for the solution space in our SME market segment, the candidate owns the go to market and delivers partner readiness to drive partners to self-sufficiency from demand generation to closing deals. Further, to provide support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales and presales activities.

Desired profile

EXPECTATIONS AND TASKS

This role will make a significant impact within the partner organization to drive key SAP Hybris Cloud partners in ANZ, to succeed in the cloud business as the domain expert, thought leader and evangelist for the Line of Business within ANZ.

 

Key responsibilities include:

 

·  Partner recruitment:
·  Identifies white spaces in our value and volume partner ecosystem,
·  Develops value propositions including market potential for partner candidates,
·  Screens the market to identify potential partners (competitive resellers, ISVs etc) and orchestrates the recruitment process,
·  Proactively develops relationships across all roles in the partner (executives, sales, marketing, technical, …).

 

·  Responsible for the independent execution of the Partner Enablement for selected key Partners:
·  Drive enablement planning for ANZ and execute the partner enablement with focus on high touch sales and presales,
·  Responsible for day-to-day execution of the approved enablement and solution adoption plan,
·  Develop partners to a self-sufficient state for value and volume business,
·  Evangelist in front of C-Level for cloud and marketing business transformation and the resulting business impact for sales, presales, marketing and consulting,
·  Track, measure and communicate the readiness and business impact of the delivered enablement.

 

·  Take the leadership role and act as a trusted advisor on related GTM topics:
·  Execute the indirect GTM plan for SAP Hybris Cloud in the SME space,
·  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
·  Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications,
·  If required, provide sales and presales support to partners within Partner led SAP Hybris Cloud engagements.

 

 

EXPERIENCE & LANGUAGE REQUIREMENTS  

·  High energy – enthusiast for Cloud and Marketing, out of the box thinker that brings innovative ideas to the team and champions best practices,
·  3-7+ years in a Management Consulting, Sales or Presales cloud environment,
·  Background in Cloud CRM or Marketing solution from a presales or technical perspective,
·  CRM domain knowledge, cloud partner sales background, PreSales / demo skills,  delivering partner enablement,
·  Infectiously enthusiastic about linking business needs with workable solutions, with the ability to deliver value proposition based presentations with passion,
·  Outstanding presentation and communication skills going beyond classical power point presentations,
·  Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners,
·  Fluency in English.

 

 

EDUCATION

Bachelor’s degree in Business Administration, Engineering or Computer Science required from an accredited university. MBA or advanced degree in related discipline preferred.

 

 

SAP'S DIVERSITY COMMITMENT

 

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

 

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team ************@*******.** ************@*******.** , ************@*******.** , ************@*******.** ). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations: Virtual - Asia-Pacific