Inside Partner Business Manager (iPBM) Job

Job description

Requisition ID: 143235
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.

 

COMPANY DESCRIPTION

SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact. The Inside Partner Business Manager (iPBM) is a field-based employee that covers partners who resell and/or implement SAP solutions in order to grow SAP’s software license revenue across the SAP solution portfolio. The iPBM is responsible for proactively developing the partner’s SAP business by driving sales (to net new customers and to the partner’s current customer base), demand generation and partner capabilities with a strong focus on mid-term perspective. TThe iPBM reports to a leader in SAP NA GPO Partner Management Team, aligned to various solutions and works with an extended team -- that includes global partner managers, indirect and direct sales reps, Inside and Field sales (Account Executives), marketing, development, product management and technical resources - as one SAP. The iPBM positions are located at SAPs North America Commercial Sales Centers in Tempe, AZ or Vancouver BC.

Desired profile

EXPECTATIONS AND TASKS

The iPBM is the main point of contact for managing the partner relationship with SAP. An iPBM may manage up to 25 partners at a time, with some partners being in a reactive support mode. The iPBM is the liaison to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP’s solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets. He or she helps develop partners for long term contribution, health-of-business and transformation to new solutions, technologies and models. The Partner Business iPBM supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The iPBM provides support to partners in sales cycles via pulling in resources to help coach, mentor and shadow partners in their customer attainment activities.

The Inside Partner Business Manager (iPBM) is similar to the Partner Business Manager role; however, the approach is to remotely manage the relationships of multiple partners who are still evolving their SAP practices and/or do not have plans to contribute significantly to SAP’s General Business revenue. SAP iPBMs are aligned with a team approach and coach/leader who supports their development in the role, and assist with resource alignment.

Position is measured on attainment of role-based MBOs, which include partner revenue attainment, year-over-year growth, market share growth, adoption of strategic solutions, pipeline development, partner readiness, and contribution of net new names to the General Business segment.

 

Key Responsibilities – Inside Partner Business Manager

Strategic Value and Business Development

Responsible for the 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 SAP practice.   

·  Understands the partner’s basic financial structure and key drivers which influence their business and decisions
·  Drives annual business planning cycle with identified partners – including revenue, demand gen and partner readiness, and reviews partner attainment during quarterly business reviews
·  Develops active and long-term partner relationships across roles within the partner organization, and keeps up to date with all changes to the partners’ organization as well as with the changing environment at SAP
·  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)
·  Supports the partner to understand the opportunities with SAP opportunities (e.g., new products, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption
·  Proactively prepare and execute on partner/SAP meetings

 

Overall: Revenue Generation and Leadership

Responsible for adivsing partners on their sales of SAP software through SAP’s portfolio and establishing an advisory relationship with the partner and SAP teams. 

·  Drives partner execution to revenue commitments to SAP and measures and reports progress
·  Utilizes available experts to ensure partners are trained and following SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses
·  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
·  Collaborates with SAP teams (Inside Sales Executive, General Business Sales Executives, etc.) acting as a liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes
·  Ensures partner use full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
·  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)
·  Resolves conflicts, align with management on critical cases and escalate as needed

 

Partner Demand Generation and Pipeline Creation

Responsible to drive partner in development of their development; delivering on SAP’s expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.

·  Understands and shares relevant demand generation and pipeline creation best practices with partners
·  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
·  Leverages resources to drive partner’s demand generation plans to align with SAP’s current go-to-market messaging
·  Influences partner to effectively utilize 100% of their marketing development funds
·  Ensures partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs
·  Works with partner on their pipeline development plans to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references

 

General Partner Management

Responsible for the overall success of partners assigned to work with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP’s Chanel Operating Policies.

·  Optimizes partner engagement and investment in the SAP ecosystem and portfolio
·  Effectively utilizes resources to support training needs for partner sales force to become experts on delivering the SAP value proposition (overall and by solution)  
·  Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with channel and sales management
·  Identifies underperforming partners and works with channel leadership on go forward plans
·  Ensures that partners – and SAP teams - operate in a professional and ethical manner

WORK EXPERIENCE

·  3-5+ years working experience in the software industry
·  3+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus’
·  Demonstrated partnering and sales leadership skills 
·  Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
·  Analytical competencies and business and financial acumen
·  Effective communication and presentation skills at 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 and understanding (software industry, trends, vertical market industries, etc.)
·  Business level English

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIE

·  BA or higher degree in IT/ business/ economy or another related field
·  Highly developed communication and leadership skills
·  Demonstrable strong and detailed people management skills
·  Sales and Operational capablity, with attention to details for inspection and performance management of partners
·  Able to operate in complex matrix environment of SAP and US Market Units
·  Strong value system for building trust, alignment and engagement across the organization
·  Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership

 

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 , , EMEA:C ). Requests for reasonable accommodation will be considered on a case-by-case basis.

 

EOE AA M/F/Vet/Disability:

 

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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