GSSP Partner Business Manager (PBM)

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

As Partner Business Manager you are responsible for the development and management of selected sales partners of SAP. Key activities include partner portfolio management, sales and services program execution and engagement, as well as partner readiness and enablement, with a clear mid-term perspective.. GSSP Partner Business Manager (PBM) is a field-based employee who covers partners for any solution, for any specific engagement type (GSSP, Solex, MSP ) in order to grow SAP's cloud software license revenue across the SAP solution portfolio.

The PBM is responsible for proactively developing the partner's SAP business by driving sales (to SAP Installed Base, net new customers and to the partner's current customer base), demand generation and partner enablement. The PBM is the main point of contact for building the partner relationship with SAP. The PBM is the central advisor to the partner, owning the partner relationship end to end, and is responsible for coordinating all SAP interactions (with executives, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio. He or she develops partners for long term development, health of the business, and transformation to new solutions, technologies and models.

The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer-facing sales activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) partner influence and partner certifications.

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 the partner's business with SAP
• Ensures understanding of partner's basic financial structure and key drivers that influence their business and decisions in the team
• Develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical), and keeps up to date with all major changes to the partners' organization as well as with the changing environment at SAP
• Proposes changes to the partner's organization to strengthen their business execution
• 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.
• Ensures effective joint annual business planning with partners to deliver proper planning and execution of Sales, Marketing, and Enablement Works on investment and expansion plans
• Documents partner's commitments and investments
• Defines target account lists with the partner and delivers Joint account planning sessions between SAP AEs and the partner
• Holds partners accountable and measures (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews)
• Proactively provides professional preparation and leadership of partner/SAP meetings
• Ensure that partners receive training and certifications to develop a high level of sales and consulting skills.
• Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP teams
• Ensures that partners' overall demand generation plans to align with SAP's current go-to-market messaging
• Generates a partner environment in which partners collaborate to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline
• Ensures forecast accuracy and sales linearity (quarter after quarter, month after month) across partners.

Experience & Language

• Demonstrated partnering and sales leadership skills
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
• Strong analytical competencies and ability to identify and champion win-win scenarios
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate, with independent accountability
• High expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners
• Local market knowledge, particularly for the Canberra Market and understanding (software industry, trends, vertical market industries, etc.)

Business level: English

Education: Bachelor's Degree or equivalent, Master's Degree or equivalent (preferred)

Location: The position is based in Canberra ACT, Australia.

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
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 world.

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Requisition ID: 444652 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid