Partner Managed Cloud - Barcelona, España - SAP

SAP

Empresa verificada

Barcelona, España

hace 1 semana

Publicado por:

Isabel García

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Descripción

We help the world run better

What you bring:

Responding to the increasing market interest in Outsourced, Private Cloud, Cloud BPO solutions, Tech Adoption 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 & Cloud BPO (PMC) and Tech Adoption (TA) (PMC&TA) as part of the Global PES Organization.

The primary purpose of the PMC&TA Sales Manager in the EMEA South is to consistently attain targeted revenue and pipeline creation, secure long-term revenue, monetize and sell through with existing partners, on-board new partners and be a thought leader for this route to market.

Working with the Cloud LOB', Channel Org and Direct sales is key.

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 PMC&TA Business.

Identify white spaces, market coverage and execute together with the local, regional and Global teams

Expectations & Tasks

Develop and manage the PMC&TA business in the assigned business area. Partner and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. Annual Revenue
Achieve / exceed quota targets by Quarter. Sales strategies
Develops effective and specific account plans to ensure revenue target delivery and sustainable growth
Maximize the contribution of our existing PMC&TA 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 PMC partner community to cover local or regional outsourcing market demand like Public Sector, Utilities, Healthcare and other Whitespaces
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, Commercial Sales, other Partner Teams, Marketing, Solution Management to enable outsourcing partner business.
Ensure compliance of all sales and partner efforts.
Ensure efficient opportunity identification and qualification, pipeline integrity, actuality and forecasting accuracy to support reporting requirements and business reviews.
Energize the Partner Channel for this fastgrowing segment for SAP
Execute and maintain strategic joint business plans, ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides in order to finetune and finalize the annual business plan. Build review cadence and drive performance score carding with key stakeholders within the partner
Execute regular business reviews with all key stakeholders.
Understand partner strengths, economics, business imperatives and partner profitability.
Achieve key stakeholder, including clevel, buyin and investment at top partners to support SAP's growth strategy in terms of license and services capacity growth
Manage Partner Pipeline and collaborate with GB, Key &LE opportunity owners
Drive resolution of conflicts in order to maintain a longstanding and productive business relationship based on mutual trust.
Leading a (Virtual) Account Team demonstrating leadership skills in the orchestration of internal and partner teams. Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support and partner organizations.
Drive engagement with SAP Marketing resources to support partner demand generation and promote success

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/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 Spanish proficiency is a must, other language spoken in EMEA.S is a key benefit

What you bring:

Work Experience

Experience in lead roles of a teamselling environment. Demonstrated success with large transactions and lengthy sales campaigns in a fastpaced, consultative and competitive market.
Understanding of software development/decision making processes and sound level of technical understanding in IT Deployment and Operation Models (IaaS, PaaS, SaaS)
Strong team player and natural leadership skills.
Strong understanding of sales practices, preferably including SAP field and pa