Position Business Title
SAP Business ByDesign Channel Enablement Manager

Job Code     
SME Channel Enablement

Manager
SAP BYD Sales Head

Location     

POSITION SUMMARY

[Please state in about 3 sentences the jobs overall scope and purpose from an organizational point of view.

 This statement should clearly distinguish this job from the manager’s job and other jobs at the same level in the department.]
Identify , recruit, and manage Solution resseling partners for SAP Business ByDesign

Co-ordinate and support enablement with SAP internal specific teams

Work with Partners to ensure a market ready team and backup plans  for BYD specific roles
 

KEY RESPONSIBILITIES & TASKS according to Strategic Business Plan

[List the key responsibilities and tasks for this job. Indicate the % of time the employee should spend on each task. Ideally the top 3 tasks should be listed and these tasks should account for at least 80% of the employee’s time.]
Key Areas of Responsibility     This Responsibility includes the following tasks     % of time
for orientation
Identify , recruit, and manage partners for SAP Business ByDesign     

    * Identfied, prioritize and understands White Spots (e.g. addressable market, pain points, industry trends, competitive situation, SAP value prop, etc)
    * Responsible for Creation of Long and Short List of Partner Candidates for prioritized White Spot per Solution Focus
    * Targets these partner candidates with recruiting strategies and tactis leveraging tools and templates provided by channel recruiting community (Global SME, EMEA, others).
    * Articulates SAP value Proposition to prospective partners
    * Maintains a partner- and solution coverage map in accordance with “Partner Landscape Optimization”, in cooperation with TSE and CSE, CDM.
    * Works with the partners to help develop the SAP business to be a highly profitable and strategic part of their overall business.
    * Establishes the relationships with the Partner senior management that will drive the necessary levels of strategic focus through the life of the relationship.

    40%
Co-ordinate and support enablement     

    * Orchestrates partner enablement for all roles based on global partner enablement framework
    * Provide sales centric sessions
    * Ongoingly helps partners understand and navigate SAP BYD program components and access to key infrastructure and resources

    30%
Drive pipeline built and deal closure     
    * Develops sales and marketing programs with partners
    * Drives channel pipeline built and deal closure
    * Support in partner lead deals (non-technical)


KPIs for Compensation:
    * # deals
    * # partner resources enabled level 2
    * # partners recruited
    * # partner customer references

SAP COMPETENCIES according to Skills Database
    Level
CORE COMPETENCIES     
Business Acumen     3
Customer Focus     4
Innovative Thinking     3
EMPLOYEE COMPETENCIES
    
Change Agility     3
Communication     4
Result-driven     4
Self-Development     3
Teamwork & Collaboration     3
MANAGERIAL COMPETENCIES
    
Decision Making     3
Drive for Execution     4
Motivation & Engagement     3
PRESALES & SALES SKILLS according to Skills Database
    
PRESALES & SALES SKILLS
    
Opportunity Management     2
Territory Management     2
Partner Management & Indirect Sales     3
Market & Competitive Awareness     3
SME DNA
    
SME Sales Strategy     2
Multi-Channel Sales Execution     2
SME Solution Portfolio     3
Effective Engagement & Communication     3
Business Agility     3
 
 

EXPERIENCE & QUALIFICATIONS

[In this section, please list the core requirements for this position. Next to each, please list level of proficiency desired for this role.]
Experience

    * Minimum 5-8 years experience in SME ERP channel business (Sales, Marketing, Business Dev. or other)
    * Knowledge in channel built and development of partner engagements within SME
    * Knowing or having successful experience in multi channel go to market models, esp. VAR, ISV
    * Understanding the principles of solution selling through Partners
    * Experience in strategic partner development and business planning
    * Experience in managing partner pipeline and supporting deal closing
    * Ability to articulate and position SAP SME Solutions Value Proposition
    * Ability to to demo an SME product
    * SaaS experience a plus
    * C-level communication skills
    * Open minded and adaptive to changing environment in Early Adopter GTM phase
    * Entrepreneurial and self-starter
    * Background in training a plus

Languages
    * Business level English: yes
    * Business level local language: yes

Education
    * Bachelor equivalent: yes
    * Master equivalent: yes
    * MBA / Ph.D: Pref
    * Other (please specify):

Professional Training & Certification
    * Na

Mobility
    * Ability and willingness to travel: Travelling ~ 50% (mainly nationally)


Please share your profile to Chaya.s@sap.com