Senior Partner Engagement Specialist - EMEA

Senior Partner Engagement Specialist - EMEA

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.

Role Overview

The Channel Expansion Manager will build a channel fit for 2030 for the entire EMEA region. The channel will evolve to being a smaller group of larger partners that lead with pre-built industry best practice solutions accelerating sales & deployment. The Channel Expansion Manager will own, for assigned MU(s), re-activation of so-called dormant partners. SAP has tended to only focus on the top 10%-15% of partners which has resulted in a large group of previously successful partners gradually decreasing their SAP focus.

Many of these partners still have SAP service & sales skills and we believe can be “spun up” rapidly to become the next successful partner.

The SAP value proposition is vastly enhanced since the prior engagement of the dormant partners, with the advent of Indirect by default in Corporate for NN and Partner Driven being wholly indirect. Plus business development investments directly with SAP and a significant rebate opportunity to reward investments and success. These new developments will allow SAP to address “dormant” partners effectively in what is a net new sales activity to persuade them to re-invest with SAP.

This role will be aligned to the regional & MU recruitment and capacity plans thus ensuring maximum market coverage. Coverage will be secured by reactivation of partners filling solution, geo or industry gaps.

The role requires a hunter mind-set and is ideal for a sales team member who wishes to take advantage of SAP move to a partner-dominated business using their existing skills to help the partner organization in its mission to provide an effective, proactive sales Channel to SAP.

Responsibilities

• Orchestration & tracking of all reactivation activities with assigned MU(s) to develop a target list that addresses MU need for capacity increase, typically based upon gaps in industry expertise or unused PD territory capacity.
• Helping to develop the dormant reactivation plan & methodology. Assisting in one-few/many communications activities to warm partners up.
• Engage with identified dormant partners, if currently managed then with the SPM, to discuss & understand from each partner why their SAP investment has ceased or diminished.
• Develop an individual commercial business case for each target partner using their own KPIs to justify the profitability of the SAP practice securing re-investment.
• Sell the new SAP proposition securing partner commitment to pre-defined actions that “open the door” to your focus and SAP investment to reactivate.
• Leverage regional PES executives to assist in partner CEO meetings and as executive sponsorship as desired.
• Reviews and consults on long-term technology and business strategy planning with identified partners. Articulate the SAP strategy including partner cloud economics, partner ROI, and advise the partner on investments into various solutions; and presents 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.
• Identifies areas for co-innovation (development of packaged solutions) and orchestrates co-innovation projects with the Partner Excellent Center team in WW PES.
• Orchestrate partner consumption tailored programs that are designed to accelerate partners re-integration with SAP and its sales force.
• Coach partner executives and sales leaders such that partner sales approach leads with pre-developed packaged solutions closing the previously identified coverage gaps.
• Orchestrate partner utilization of SAP DF (Demand Generation) funding and attendance at Blitz…