Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.
PURPOSE AND OBJECTIVES
The primary purpose of the CSM is to develop and to enable the business of assigned “Gold” and “Silver” level partners (help partners to extend to their fullest business potential, applying a mid-/longterm view, drive development of new business areas for partners e.g., broaden industry & solution coverage, adopt new vertical/geographic market segments etc.) and support these partners in closing large and/or complex SW deals within his/her assigned territory.
The CSM’s day to day activities include supporting channels to develop and execute business & marketing plans, leverage their strengths and provide support on areas of development, interfacing strongly with the Partner-Service Delivery, Partner Support Centre and Inside Sales Executives and other relevant internal teams as well as to assist parnters on identification, qualification, development and closing of opportunities in his/her territory.
EXPECTATIONS AND TASKS
Channel Territory / Business Planning :
- Supports the Channel Director, the TSM and the entire territory team in channel territory planning process by
- Providing insight on channel partner coverage and capabilities (in particular: partners’ performance and potential level based on existing transactional criteria and tools), white spaces in channel partner coverage (as input to Channel Recruiters)
- Helps channel partners to analyze and leverage business potential allocated in the territory using available processes and best practices; ensures partners become self-sufficient in this
- Creates, monitors, reviews and executes business & marketing plans together with the assigned partners using standard tools and templates. Responsible for partner pipeline management, coverage and reporting (quality, quota pipeline coverage etc.)
- Assists partners by providing/facilitating local industry expertise within territory
Partner Development & Relationship management:
- Works with partners in order to improve their business performance in all relevant dimensions, linking into the entire value chain (e.g. Solution Qualification, Marketing programs, sales promotions, Pipeline management, Sales Readiness & -Performance,
- Financial performance, PartnerEdge Status, Partner Support Organizations, Partner Solutions etc.)
- Identifies opportunities to establish new business areas for the partner and works towards establishing these (e.g. new lines of business, ecosystem for the partner, partner solution validation etc.
- Monitors overall partner’s performance including partner satisfaction and develops action plans to correct as necessary
- Ability to effectively communicate SAP support strategy to partners to ensure partners
understand the services value proposition as well as requirements and obligations
Drive partner readiness to deliver service and support
Coordinate actions with Partner Service Delivery where appropriate
Identify and action potential maintenance at risk cases
Drive partner readiness to deliver service and support
Coordinate actions with Partner Service Delivery where appropriate
Identify and action potential maintenance at risk cases
Desired Skills & Experience
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
- Bachelor equivalent: yes
- Master equivalent: yes
WORK EXPERIENCE
- Minimum 5 years experience in channel business (Sales, Marketing, Business Dev. or other)
- Understanding the principles of solution selling through Partners
- Knowing or having successful experience in multi channel go to market models
- Ability to articulate and position SAP SME Solutions Value Proposition along with Partner ROI at CxO level
- Knowledge and understanding of Channel dynamics
- Knowledge of ERP and/or Business Applications market SAP'S
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.
Company Description
As the world's leading provider of business software*, SAP delivers products and services which help accelerate business innovation for its customers. We believe that doing so will unleash growth and create significant new value – for our customers, SAP, and ultimately, entire industries and the economy at large - making the world a better place for people everywhere.
Today, more than 82,000 customers in more than 120 countries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations
(*) SAP defines business software as comprising enterprise resource planning, business intelligence and related applications such as supply chain management, customer relationship management, product life-cycle management, and supplier relationship management.
Today, more than 82,000 customers in more than 120 countries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations
(*) SAP defines business software as comprising enterprise resource planning, business intelligence and related applications such as supply chain management, customer relationship management, product life-cycle management, and supplier relationship management.
