SAP Partner Business Manager Job in Rabat, Morocco

Requisition ID: 151883

Work Area: Sales

Expected Travel: 0 - 20%

Career Status: Professional

Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

Key Areas of Responsibility and Tasks

This PBM will work with SAP’s Value-Added Reseller (VAR) Partners to generate and grow license revenue as well as cloud subscription revenue in the General Business market segment.

The PBM works with VARs to set a Business Plan which includes transformation objectives towards SAP innovations solutions, plans to penetrate white space and hunt net-new-names (NNN), activities to improve sales impact and success as well as plans to offer high-quality deployment of SAP solutions. Following the BM will work closely with the VAR to execute the plan and help overcome any obstacles in achieving the Plan

Focus Areas of Business Planning and Execution

1. Mapping of target markets of operation by geography, industry, and solution including the adoption of new innovation solutions.

2.Agree on annual Software and Cloud sales targets

3.Defining of enablement plans for marketing, sales, pre-sales and delivery functions in order to be ready to go to market.

4.Building Marketing and Demand Generation Plans in order to generate pipeline growths and achieve pipeline coverage of sales targets

5.Alignment with GB Sales team ensuring tight joint GTM

Key capabilities

1. In order for VARs investment into their transformation and growth as well as to agree and initiate and actions the PBM needs to be able to articulate (and sell) and proposal through a value proposition making a business case to the VAR. A very good understanding of digital transformation, including trends such as real-time computing and cloud and how they impact and benefit individual industries.

  1. For a PBM’s advice to carry weight and be considered the PBM needs to be able to underline his business case with credibility which he brings to the table based on prior experience in business development, sales, pre-sales or business transformation. Prior management experience in this role will be beneficial. It is key for the PBM to bring content to a discussion with VAR Executives in order to continuously earn credibility, confidence, and respect.

3.The PBM has to have the ability to build a relationship with VARs on Executive level and drive engagements, transformation and decisions top down. Executive presence and management experience from prior roles will be beneficial.

In general, the PBM needs to have an analytical mind in order to spot weaknesses in the Business of a VAR which

Key capabilities

1. In order for VARs investment into their transformation and growth as well as to agree and initiate and actions the PBM needs to be able to articulate (and sell) and proposal through a value proposition making a business case to the VAR. A very good understanding of digital transformation, including trends such as real-time computing and cloud and how they impact and benefit individual industries.

2.For a PBM’s advice to carry weight and be considered the PBM needs to be able to underline his business case with credibility which he brings to the table based on prior experience in business development, sales, pre-sales or business transformation. Prior management experience in this role will be beneficial. It is key for the PBM to bring content to a discussion with VAR Executives in order to continuously earn credibility, confidence, and respect.

3.The PBM has to have the ability to build a relationship with VARs on Executive level and drive engagements, transformation and decisions top down. Executive presence and management experience from prior roles will be beneficial.

  1. In general, the PBM needs to have an analytical mind in order to spot weaknesses in the Business of a VAR which require improvement. At the same time, the PBM needs to drive the Business Plan execution in a programmatic fashion and if required put together adjusted/new action plans to address changes and drive with emphasis execution of such plans. As such the PBM sets the expectation and standards when it comes to targets and operational excellence.

Values

1. Driving VAR transformation successfully requires the PBM to carry his mission with passion for the VAR, for the VAR’s business objectives as well as SAP’s strategy

2.The PBM needs be an excellent communicator who is not afraid to address difficult issues in a tactful and respectful manner in order to drive change.

3.As a change agent, the PBM needs to stay curios and open minded towards new technology trends and innovations and at the same time able understand what it takes for a VAR to change and run their Business successfully. As such this will also require challenging the status quo of VARs.

4.Since the industry is changing at a fast pace and the OBM acting as a change agent is key that the PBM adopts a continuous learning approach to be able to advise VARs on new trends to drive business successfully applying the relevant tools made available by SAP (ie Social Marketing, Social Selling, SAP Sales tools etc)

Experience & Language Requirements

1. Minimum 5 years experience in business development or Sales

2.Understanding the principles of marketing, social marketing/selling, demand generation, value selling, sales methodology

3.Knowing or having successful experience in multi channel go to market models in the GB space

4.Ability to engage with Executives of Partners and Customers and influencing through class-leading sales skills and credibility

5.Ability to negotiate and sell benefits of following SAP sales methodologies and tools in order to influence partners to change and invest

6.Ability to act as a trainer and coach to sales staff of partners whilst also taking the lead in producing deliverables for a partner in order to set an example and maturing customer sales cycles in specific opportunities

7.Knowledge of SAP Innovation Strategy, Solution Portfolio, and relevant markets

8.Business level English: yes

9.Bilingual added advantage

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.

Additional Locations: Virtual - Morocco