NA BTP Ecosystem Development - SAP
Newtown Square, PA
About the Job
We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Ecosystem Development
SAP BTP allows our customers to extend and personalize SAP applications or integrate and connect entire landscapes, empower business users to connect processes and experiences, decide confidently with integrity, and perpetuate continued business innovation.
The NA Ecosystem Development Team ensures that our partners are aligned with SAP's strategy and have the knowledge, skills, and resources to support demand generation, sales execution, and customer success. The Ecosystem Development Director is responsible for developing, owning, and executing on the channel GTM strategy to drive sales in a specific solution area. This role will influence and provide guidance to partners and internal teams within the Line of Business, Sales and Partner organizations, while working with an extended team including global channels, solutions areas, enablement, marketing, and business development.
Expectations & Tasks
+ Understand and align solution, sales, and partner GTM strategies
+ Assess current partner landscape and maintain a solution specific partner heatmap for a holistic view of strengths, gaps, and market opportunities
+ Articulate white space and provide guidance on partner recruitment and expansion to build the best coverage model
+ Partner engagement act as a strategic advisor to partners to improve their win rate and grow their business
+ Increase partner capability in sales and presales through enablement and coaching
+ Field Engagement act as a strategic advisor to SAP sales teams to promote our partners, evangelize channel best practices, and gather & action partner feedback from sales
+ Provide partner recommendations to increase SAP win rates by setting up (best fit partner engaged early)
+ Ongoing Partner performance tracking and business analysis
+ Function as the main point of contact for regional and global sales, solution, and customer engagement teams within SAP as it relates to coordination, development, and articulation of the partner ecosystem
Work Experience
+ 10-15 years of overall business experience with 5 years experience in Cloud-based business-related roles
+ Functional knowledge of Sales, Marketing, Business Dev, and Delivery
+ Understanding the principles of solution & cloud selling through Partners
+ Knowing or having successful experience in multi-channel go-to-market models
+ Knowledge and understanding of Partner dynamics
+ Effective communication and virtual presentation skills at an executive level
+ High energy - brings innovative ideas to the team and champions best practices
+ Proven capability to work collaboratively in a team, with independent accountability
+ Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
+ Business level English
Education and Qualifications / Skills and Competencies
+ BA or higher degree in IT/ business/ economy or another related field or equivalent work experience
+ Highly developed communication and leadership skills
+ Sales and Operational capability, with the ability to analyze business performance
+ Able to operate in complex matrix environment
+ Strong value system for building trust, alignment and engagement across the organization
+ Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAPs culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 132,000 - 281,400 USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 402753| Work Area:Sales| Expected Travel: 0 - 20%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Ecosystem Development
SAP BTP allows our customers to extend and personalize SAP applications or integrate and connect entire landscapes, empower business users to connect processes and experiences, decide confidently with integrity, and perpetuate continued business innovation.
The NA Ecosystem Development Team ensures that our partners are aligned with SAP's strategy and have the knowledge, skills, and resources to support demand generation, sales execution, and customer success. The Ecosystem Development Director is responsible for developing, owning, and executing on the channel GTM strategy to drive sales in a specific solution area. This role will influence and provide guidance to partners and internal teams within the Line of Business, Sales and Partner organizations, while working with an extended team including global channels, solutions areas, enablement, marketing, and business development.
Expectations & Tasks
+ Understand and align solution, sales, and partner GTM strategies
+ Assess current partner landscape and maintain a solution specific partner heatmap for a holistic view of strengths, gaps, and market opportunities
+ Articulate white space and provide guidance on partner recruitment and expansion to build the best coverage model
+ Partner engagement act as a strategic advisor to partners to improve their win rate and grow their business
+ Increase partner capability in sales and presales through enablement and coaching
+ Field Engagement act as a strategic advisor to SAP sales teams to promote our partners, evangelize channel best practices, and gather & action partner feedback from sales
+ Provide partner recommendations to increase SAP win rates by setting up (best fit partner engaged early)
+ Ongoing Partner performance tracking and business analysis
+ Function as the main point of contact for regional and global sales, solution, and customer engagement teams within SAP as it relates to coordination, development, and articulation of the partner ecosystem
Work Experience
+ 10-15 years of overall business experience with 5 years experience in Cloud-based business-related roles
+ Functional knowledge of Sales, Marketing, Business Dev, and Delivery
+ Understanding the principles of solution & cloud selling through Partners
+ Knowing or having successful experience in multi-channel go-to-market models
+ Knowledge and understanding of Partner dynamics
+ Effective communication and virtual presentation skills at an executive level
+ High energy - brings innovative ideas to the team and champions best practices
+ Proven capability to work collaboratively in a team, with independent accountability
+ Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
+ Business level English
Education and Qualifications / Skills and Competencies
+ BA or higher degree in IT/ business/ economy or another related field or equivalent work experience
+ Highly developed communication and leadership skills
+ Sales and Operational capability, with the ability to analyze business performance
+ Able to operate in complex matrix environment
+ Strong value system for building trust, alignment and engagement across the organization
+ Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAPs culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 132,000 - 281,400 USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 402753| Work Area:Sales| Expected Travel: 0 - 20%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
Source : SAP