Chat

iimjobs

jobseeker Logo
Now Apply on the Go!
Download iimjobs Jobseeker App and get a seamless experience for your job-hunting
14/08 Gurpreet Kaur
Recruiter at SAP India Pvt Ltd.

Views:2007 Applications:67 Rec. Actions:Recruiter Actions:9

SAP - Partner Development Specialist - HANA Cloud Platform (8-16 yrs)

Mumbai Job Code: 247549

Partner Development Specialist - SAP HANA Cloud Platform (HCP)

Location: Various APJ locations

Work area: SAP Cloud (HCP PaaS)

Expected travel: 0% - 50%

Career status: Professional

Employment type: Regular Full Time

ROLE DESCRIPTION

SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.

The HCP Partner Development Specialist (PBD) bears primary responsibility for establishing the partner ecosystem for HCP, leveraging their own engagements with partners as well as the wider organization.

The main measurement of success will be HCP cloud bookings via the indirect sales motions of Reseller and OEM.

The HCP PBD role requires a balance between validating the commercial viability for the partner of an HCP solution and the GTM, coupled with a solid technical knowledge of how to architect the Partner+HCP solution.

The candidate has to closely align their activities and sales approach with the SAP Account Executive (AE) and/or Client Partner (CP) and especially the Global Partner Organization (GPO) communities for a joint customer approach. Assuming overall responsibility for directing HCP partner sales strategies and execution for defined Market Units / Cluster, the Specialist will ensure proper positioning of SAP HCP services at customers in coordination with the partners to create customer value and meet and exceed targets for Order Entry from the Reseller and OEM business models.

In order to achieve his/her mission and targets, the SPECIALIST must engage and leverage multiple stakeholders in the related SAP landscape (internal and external, including SAP partners and ecosystem). This role combines business strategy and execution coordination as well as operational indirect sales, and requires a high degree of technical competency to advise SAP partners on the best way to incorporate HCP into their businesses.

The SPECIALIST is responsible and accountable for the overall HCP bookings in the assigned territory (MU/Cluster) composed of acquiring new customers, the protection and development of the existing customer base as well as having a topic ownership for HCP related GTM activities when related to partners. The SPECIALIST works closely with customers and partners to ensure the overall success of the sale and implementation of the HCP solutions and services. The Specialist is expected to create strong and lasting relationships, achieve "trusted advisor" status with assigned partners and expand the HCP footprint, while maintaining a high degree of customer satisfaction to develop referenceable customers.

Key Global Partner Operations stakeholders will be the Partner Business Managers (PBMs) & the OEM sales team.

EXPECTATIONS AND TASKS

Territory Planning and Business Development

- Develop an account and territory strategy for the HCP indirect sales space in conjunction with other SAP stakeholders (regional, Cluster, MU) in order to meet quarterly and annual targets.

- Build and manage sales funnel for HCP reseller and OEM solutions & services (4x rolling 4 quarter pipeline).

- Develop specific partner adoption strategies and joint business plans in a sophisticated and complex business environment,

- Drive and support HCP GTM campaigns in alignment with GPO

- Plan and execute customer events to push innovative services and drive customer demand

Deal Execution

- Drive net new opportunities (based on initial plan, whitespace, etc.)

- Change the game (serve as a competitive differentiator) in strategic deals through solution differentiation and thought leadership

- Provide executive sponsorship and sales support for key strategic accounts

- Leverage the SAP ecosystem & C-level relationships to accelerate deals Monitoring, and reporting:

- Support regional industry & solution demand generation programs

Admin

- Perform cloud sales administrative functions to support the overall HCP success such as opportunity management in CRM, contract negotiation, project staffing and resourcing, pre-invoice reviews, margin analysis and risk reviews.

WORK EXPERIENCE

- Minimum of 8 years of professional experience ; demonstrated knowledge/expertise of Cloud PaaS partner advisory and sales via indirect channels

- Minimum 5 years of customer facing experience & partner management

- Minimum 3 years of solutions selling experience in a software cloud services environment, especially in the area of partner engagement

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

- Significant experience in indirect sales/delivery of software Cloud Services

- High degree of technical competency in cloud platform services & architecture

- Proven Experience in achieving sales targets with partners

- Proven Experience in Partner Engagement & joint business planning & execution

- Ability to communicate effectively with all levels of management including CEOs and CTOs of partners

- Demonstrated ability to work in a matrix organization

- Interpersonal Skills: Negotiation Skills, Communications/Presentation Skills (verbal, written), Team Player/Interpersonal Skills, Proactive Networking Attributes, Results and Execution Focus, High Drive, Self-Starter motivated, Regional Mobility

- Fluent in English

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

Women-friendly workplace:

Maternity and Paternity Benefits

Add a note
Something suspicious? Report this job posting.