SAP Sr. Business Development Director, Partner Managed Cloud and CloudBPO (PMC&CloudBPO) MEE Job in Vienna, Austria
Requisition ID: 154160
Work Area: Consulting and Professional Services
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office 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
Responding to the increasing market interest in Outsourced and Private Cloud solutions and keeping with SAP’s market-leading position of offering customers the broadest range of software consumption options, SAP has established the Partner Managed Cloud& CloudBPO (PMC&CloudBPO) Organisation as a part of the GPO & Global Ecosystem team.
The primary purpose of the Partner Managed Cloud & CLoudBPO Manager in MEE is to consistently attain targeted revenue and pipeline creation, secure long term revenue, onboard new partners and be thought leader for the the PMC and CloudBPO business models.
You will build a strategy and execute on it to achieve a high visibility and high acceptance of PMC and CloudBPO internally and externally and create a perception, which enables the sales force to further increase the win- and conversion rate. In this role you must set the strategic direction to accomplish these goals, optimize the partner and territory coverage to maximize SAP’s overall business and license share in the assigned market for Private Cloud and CloudBPO Business.
Identify the white spaces, market coverage and work together with the Global teams
EXPECTATIONS AND TASKS
Develop and manage the PMC & CloudBPO business in the assigned region and secure overall revenue targets and work closely together with the PMC sales teams and SAP field.
Acting as a business leader, not only able to define strategy but also to implement it. Motivates stakeholders across the Ecosystem. Must be able to create buy in from all concerned stakeholders both on Corporate levels as well as in the respective Market Units in MEE
Maximize the contribution of our existing PMC & CloudBPO partner portfolio in the assigned Market Units resulting in a larger share of wallet and increased revenue and order entry volumes for SAP.
Engage with the assigned Market Unit Teams to selectively grow our partner community to cover local or regional outsourcing market demand – like Public Sector, Utilities,Healthcare etc.
Engage with the (Global) LOB teams like SuccessFactors to expand our CloudBPO ecosystem and build pipeline.
Develop and share an effective internal and external network and effectively collaborate with other functions or units like, Line of Business Sales, SAP Field Sales, Inside Sales, other GPO Teams, Marketing, Solution Management to enable Private Cloud and BPO partner business.
Ensure efficient opportunity identification and qualification, pipeline integrity, actuality and forecasting accuracy to support reporting requirements and business reviews.
Energize the channel for this fast growing segment for SAP
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Proven record of excellent performance, preferably with a business development, sales- or channel management background
Thorough knowledge of and ability to partner with all internal and external stakeholders for Market success
Ability to find and qualify opportunities to maximize the results.
Strong and effective presentation, and negotiation skills.
Experience in Outsourcing (BPO/ITO/PMC),Cloud, SaaS and channel models is of advantage.
Bachelor or University degree in Computer Science, Business Administration, Engineering or Equivalent preferred plus professional experience
English and German proficiency is a must – Other languages as well will be an advantage.
Significant sales, business development and/or channel management experience (6 years),
Strong understanding of sales practices, preferably including SAP field and partner sales operations.
Track record in aligning successfully with the local SAP leadership and sales teams.
Demonstrated success in building and growing indirect license business with partners.
Understanding of Value engineering, Business case building is a benifit
Consistently achieving revenue, growth and profitability targets - preferably demonstrated in Cloud, BPO/ITO or service business.
AT SAP, YOU CAN IMPACT THE WAY BUSINESS IS RUN
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.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.