Head - SAP Channel Partner Development

ROLE:

PRIMARY (KRAs)

Purpose: Head the SAP Strategic OEM Relationship in India

Major responsibilities:

- Identifying, appointing, building and enabling a vibrant partner channel for the company globally to expand its geographic reach.

- Monitoring and Managing Channel Partner Sales Funnel and providing business support for closing deals

- Plan and develop -go-to-market strategies

- Manage and build the global SAP Strategic OEM Relationship for effective Joint Go-To-Market

- Working closely with SAP's Global Account Director to manage and progress the Global Deals in SAP's CRM system

- Regular Monitoring and Reporting to management of Rolta's Global sales funnel from Direct Sales as well as Channel Partners with a view to facilitate product sales

- Articulate Rolta's value proposition to SAP, Channel Partners and customers/clients

- Work effectively with sales/pre-sales team in shaping the value proposition, consulting, RFP/RFI responses, solutions and presentations

- Proactively engage in consultative selling, convert business challenges into IT enabled solutions

CONCURRENT

Industry & People responsibilities

- Strong understanding of SAP's organizational structure for effective relationship management

- Strong understanding of SAP Products and Licensing Models

- Prior work experience with SAP preferred

- Experience in managing partner relationships and leading these relationships to facilitate multi-million dollar engagements

- Business Management qualification preferred.

- Strong interpersonal skills and ability to work with in a matrix organization

- Ability to manage CXO level relationship

- Experience of selling in Asset Intensive Industries such as Oil & Gas, Petrochemicals, Power and Utilities preferred