Job Overview
As Partner Business Manager (PBM) you are responsible for the development and management of selected sales partners of SAP. GSSP Partner Business Manager is a field‑based employee who covers partners for any solution and any specific engagement type (GSSP, Solex, MSP) in order to grow SAP's cloud software license revenue across the SAP solution portfolio.
The PBM is responsible for proactively developing the partner's SAP business by driving sales (to SAP Installed Base, net new customers and to the partner's current customer base), demand generation and partner enablement. The PBM is the main point of contact for building the partner relationship with SAP and acts as the central advisor, owning the partner relationship end to end. He or she develops partners for long‑term development, health of the business, and transformation to new solutions, technologies and models. The PBM provides support to partners in sales cycles via coaching, mentoring and shadowing in customer‑facing sales activities. The position is measured on revenue, year‑over‑year growth, market share growth, adoption of strategic solutions (e.g., HANA, Cloud), partner influence and partner certifications.
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 the partner's business with SAP
* Ensures understanding of partner's basic financial structure and key drivers that influence their business and decisions in the team
* Develops active and long‑term partner relationships across all roles in the partner (executives, sales, marketing, technical), and keeps up to date with all major changes to the partner's organization as well as with the changing environment at SAP
* Proposes changes to the partner's organization to strengthen their business execution
* 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)
* Ensures effective joint annual business planning with partners to deliver proper planning and execution of Sales, Marketing, and Enablement Works on investment and expansion plans
* Documents partner's commitments and investments
* Defines target account lists with the partner and delivers Joint account planning sessions between SAP AEs and the partner
* Holds partners accountable and measures (and reports) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews)
* Proactively provides professional preparation and leadership of partner/SAP meetings
* Ensures that partners receive training and certifications to develop a high level of sales and consulting skills
* Takes on responsibility for clean, correct and updated data from partners in relevant SAP systems and in communication with SAP teams
* Ensures that partners' overall demand generation plans align with SAP's current go-to-market messaging
* Generates a partner environment in which partners collaborate to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline
* Ensures forecast accuracy and sales linearity (quarter after quarter, month after month) across partners
Experience & Language
* Demonstrated partnering and sales leadership skills
* Business development planning and execution experience in driving sales pipeline, demand generation and enablement with partners
* Strong analytical competencies and ability to identify and champion win‑win scenarios
* High energy – brings innovative ideas to the team and champions best practices
* Proven capability to work in a team and collaborate, with independent accountability
* High expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners
* Local market knowledge, particularly for the Canberra market and understanding of the software industry, trends, vertical market industries, etc.
Business Level
English
Education
Bachelor's Degree or equivalent, Master's Degree or equivalent (preferred)
Location
The position is based in Canberra ACT, Australia.
EEO Statement
Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Accommodations
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Additional Information
Requisition ID: | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
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