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Partner Sales Senior Specialist Job, Manila in Manila, National Capital Region

Sales

Requisition ID: 44613
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 backoffice 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.
PURPOSE AND OBJECTIVES
The Partner Sales Senior Specialist is a field:based employee that manages strategic VARs in order to grow SAP's software license revenue across the SAP solution portfolio. The Partner Sales Senior Specialist is responsible for 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. The Partner Sales Senior Specialist is the main point of contact for building the partner relationship with SAP. They are the central advisor to the partner, 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.
Key business metrics for success may include revenue generated through partners, revenue growth, partner's increase in net new customers, percentage of partners who are active and generating revenue, growing partners from one program level to the next, partner expansion into a new investment area (industry, geography, solution), and partners' adherence to PartnerEdge program requirements (if applicable).
Critical skills include an understanding of channel business; partner financials and economics; partner business planning; SAP software solutions; partner sales, forecasting, and building pipeline; demand generation planning, executition, and ROI; enablement planning; SAP practice development within the partner; and operational execution.
The Partner Sales Senior Specialist reports to the local SAP Ecosystem and Channels management team, and works with an extended team that includes indirect and direct sales reps, Inside and Field sales (Account Executives), marketing and technical resources as one SAP.
EXPECTATIONS AND TASKS
Key Responsibilities : Partner Sales Senior Specialist
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 their partner's business with SAP.
: Understand the partner's basic financial structure and key drivers which influence their business and decisions
: Develop active relationships across all roles in the partner (executives, sales, marketing, technical, ...), and keep up to date with all changes to the partners' organization as well as with the changing environment at SAP
: Articulate the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise thepartner on investments into various solutions as is seen fit, using available SAP experts); Present SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break:even, and return on investment to gain partner adoption; mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas)
: Assists partner in building transformational plans to differentiate themselves and add value to customers. Explain economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status
: Develop a
Location
Manila
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