Partner Business Manager Expert

5 days ago

Woodmead, South Africa SAP Full time

**What we offer**

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The Hyperscaler and SI Partner Business Manager (PBM) is a field-based T4 level employee that leads partners in a geography (MU or Cluster). The PBM maintains executive level engagement with each partner and is responsible for proactively developing the partner’s SAP business by securing investments for Cloud implmentations and hosting.

The PBM must be seen as a board-level trusted advisor by each partner. By defining a 3-5 year plan mutally with each partner executive team that sets out the business case(s) for SAP investments the PBM develops a long-term engagement that will ensure compelling joint Go to markets with the Hyper scalers and SAP aligned methodologies for the SI’s for implementations.

The PBM leads and orchestrates the partner engagement and is responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.).

The PBM must secure meaningful change.

**Key Responsibilities - Partner Business Manager**

**Strategic Value and Business Development**

Responsible for the holistic management and representation of the Partner to SAP, and for proactively leading and developing the partner following a disciplined business planning process to expand their partner’s business with SAP.
- Understands the partner’s financial structure and key drivers which influence their business and decisions and is able to develop complex business cases affecting identified KPIs that result in investments in SAP technology resulting in future sales. The PBM should be able to articulate with evidence the regular “board pack” that is reviewed by the board of their partners.
Explains economic trends and using self or SAP experts industry knowledge to support the partner’s investment in developing the SAP business and to gain trusted advisor status
- Proactively develops active and long-term partner relationships across all executive roles in the partner and keeps up to date with all changes to the partners’ organization as well as with the changing environment at SAP
- Understands and articulates the SAP corporate strategy both at a long-term strategic level but also in terms of the customer value proposition and the partner value proposition including partner economics, advise the partner on investments into various solutions as appropriate, using available SAP experts.
- Ensure a named SAP executive sponsor is aligned to the CEO or equivalent of each partner and that this executive engagement is leveraged to secure investment and/or remove blockers.
- Develops and drives effective mutual annual business planning with partner to ensure proper planning and execution of agreed initiatives. Orchestration of others within SAP to ensure completion of IP development activities, sales & marketing campaigns and that partner is fully sales & technically enabled as required.
Fully documents investment and expansion plans aligned to multi-year strategic plan
- Holds partners accountable and can demonstrate results and ROI on agreed initiatives, i.e., marketing leads generated, deals closed, etc

**Partner Demand Generation and Pipeline Creation**

Responsible for the pipeline developed by & with a portfolio of partners. Leading the partners to ensure appropriate 4x coverage of expected revenue. Holding others within SAP and the partner to account to ensure agreed demand generation activies are executed and opportunities Dela Registered promptly.
- Works with partner teams and SAP team (MU MM Head, MU Channel Head, Territory Managers, RISE teams, marketing & DDE teams) to develop a comprehensive annual Pipeline Development plan.
- Guides partner’s demand generation plans to align with SAP’s current go-to-market messaging;
- Influences partner and SAP marketing to effectively utilize allocated marketing budget within partner or SAP and partner MDF
- Leverages the Global Hyperscaler programs to be implemented in Africa
- Tracks and measures the return on investment (ROI) on the partner’s documented demand generation activities
- Holds SAP sales staff to account for timely response and compliance with channel operations polices.

3. Hold relevant SAP leadership accountable for ensuring that territory owners mutually plan their territories as appropriate and execute against the plan.

**Overall: Revenue Generation and Leadership**

Responsible for sales of SAP subscription and/or software licenses with and through partners. The PBM owns the yearly budget for each portfolio of partners, coordinating activities of iPBM where presen

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