Partner Sales Execution Regional Lead APAC

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SAP Partners have always played a pivotal role in SAP's strategy. Now more than ever, To become the Suite First and AI first company, SAP is transforming to become a Partner first company. Our indirect models present an opportunity for SAP to scale the business through partners and for partners to do so profitably.

As we strengthen the Partners Driven segments, it is imperative that more and more business gets shifted to partners and we need them to perform at their best , with autonomy right from top of the funnel activities , to presales , to sales execution and then customer value Journey. SAP is making investments, financial and non-financial keeping the Partner Performance Management as a core focus.

In this role you will drive successful sales execution of Partner Driven GTM model with the region. This includes extreme collaboration on sales execution through partners especially in Future 2 quarters including demand generation as well. You will work with the Partner Business Managers (PBMs) and Territory Ecosystem managers (TEMs) to drive the Partner's forecast, review close plans and support the necessary execution as needed. You also involve in CQ activities such as close plan reviews and partner level forecasting. You will act as the combined sales execution force between Corporate Segment and PES to drive transparency and accountability for performance.

In this context, you will

• Drive the forecast for CQ+1 and CQ+2 based on partners forecasts through in depth interlocks and reviews.
• Review and safeguard Close plan of significant opportunities with Partner Sellers of the opportunities in F2Q
• Identify and support Partners needs for deal and capability support though other roles
• Foster a community of Partner's sellers, BDRs and discuss strategies for pipeline velocity and also provide coaching to Partner's sellers and execution teams.
• Offer commercial help and deal structuring strategies to partners for faster progression
• Drive budgets, incentive recommendations for overachieving results.
• Maintain F2Q forecasting between Corporate and PES team
• Agree on CQ forecast and insert in top deals with Partners.
• Drive Partner and territory planning outcomes between PBMs and TEMs
• Monitor and track Revenue performance, generating strategic insights and actions
• Focus Partners towards Cross-sell and Upsell in the opportunities and lead with Suite
• Drive AI and BDC capability in partner driven segments
• Focus on Churn management for F2Q with focus partners
• Actively drive investments with Partners on roles and GTM side and bring the best of SAP to partners.
  
  

YOUR PROFILE

• Min 10 years in a Channel Salesor Direct Sales role.
• Experienced in managing global business rollouts of strategic Sales programs
• Deep knowledge of SAP and its strategy, preferably based on prior engagements or professional experience.
• Strong network across SAP.
• Exceptional stakeholder management skills, effective across all levels of the organization.
• Strong analytical, strategic thinking, problem-solving and decision-making skills.
• Demonstrated success in working in a matrix environment.
• Strong presentation skills.
• Excellent team collaboration, proactive networking, and a results-driven approach.

ABOUT THE TEAM

Given PD is a new segment, the sales lead roles are new ones but extremely critical for scaling the segment and driving predictability.

These roles stand next to the Partner Autonomy roll out roles which are focused on readiness of partners, their enablement and overall readiness of PD program for partners.

These regional roles will report directly into the Global Head of Partner Sales and thus there is a strong team play across multiple roles that these roles with stand to benefit from and driving execution. In addition the Corporate team will also be an important stakeholder for this role.

We are aiming to make PD one of the fastest growing segments at SAP and hence Sales execution will be key to further reinforce this model. The team, although spread worldwide, operates on a trust-based model and is a great believer in diversity and personal growth.

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Requisition ID: 438519 | Work Area: Presales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid