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Partner Bus Mgt Senior Specialist

7 months ago

Hanoi, Vietnam SAP Full time

**We help the world run better**

The **Partner Business Manager (PBM)** is a field-based employee that covers partners for all Cloud solutions (HxM, ISBN, S/4 HANA RISE & S/4HANA Grow, BTP, DSC, CX, etc) in order to grow SAP's cloud subscription revenue across the SAP solution portfolio. The PBM is responsible for proactively developing the partner's SAP business by helping finalise their business plan, driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities.

The PBM is the main point of contact for building partner relationship with SAP. The PBM is the central advisor to partners and own the partner relationship end to end, responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio. The PBM is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under
- or over-utilizing those assets. He or she develops partners for long term engagements, maintaining health-of-business and transformation to new solutions, technologies and models. The Partner Business Manager supports partner enablement to drive partner self-sufficiency, from demand generation to closing deals. The PBM also supports partners in sales cycle via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on the following metrics - revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. RISE, Cloud) and Mid-Market impact.

**Key Responsibilities**:
**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 business with SAP.

1. Understands the partner's basic financial structure and key drivers which influence their business and decisions
2. Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP
a. Articulates the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts);
3. 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;
a. mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas)
4. Assists partner in building transformational plans to differentiate themselves and add value to customers.
a. Explains economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status
5. Develops and executes effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
a. Works on investment and expansion plans,
b. Documents partner's commitments and investments,
c. Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).
d. Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning
6. Proactively prepare and execute on partner/SAP meetings

**Overall: Revenue Generation and Leadership**
Responsible for sales of SAP Cloud Subscription with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams.
1. Drives partner execution to revenue commitments to SAP and measures and reports progress
2. Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;
a. Develops partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.
b. Utilizes available experts (presales, MSE, AEs, etc.)
3. Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin
4. Collaborates with SAP teams (Account Executive, Inside Sales Executive, Mid Market Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)
5. Updates and