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Job Details:
Position Name : Global Head – Resale
Location: Maidenhead SL6
Job ID : 3acc294940e91082
Description : Requisition ID:317819
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Management
Employment Type: Regular Full Time
Career Level: T4PM
Hiring Manager: Austin Lorenzen
Recruiter Name: David Roberts
COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.
Role Description
The world’s leading provider of travel and expense management solutions is seeking a Global Head of Resale in our Cloud Channel Sales team. With millions of users in more than 70 countries worldwide, SAP Concur’s suite of award-winning on-demand services help businesses of all sizes save their employees time and control costs. We sustain a high-performance culture by hiring exceptional people who pride themselves on their ability to make a difference through their innovation, drive and passion.
The Global Head of Resale will join SAP Concur’s Cloud Channel Sales Leadership Team and will be responsible for identifying and driving initiatives to increase sales of SAP Concur through channel selling partnerships. Growth initiatives include but are not limited to: augmenting existing go-to-market strategies; defining new partners, strategies and go-to-market programs in existing segments as well as in new markets; identifying and implementing SAP partner selling programs appropriate for Concur products. The role will be focused on evolving some initiatives that are already driving growth but also focus on the future by discovering new sources of growth and new ways of accelerating acquisition of net new customers via partners. This role is dynamic and flexible in nature. Adaptability and agility are required to best meet the priorities of the business.
SAP Concur’s partner program includes resellers, systems integrators, service providers and developers building on the App Center and Concur’s platform. As a 100% cloud solution, SAP Concur is at the leading edge of helping SAP partners and customers succeed in the cloud.
This individual will report to the Vice President of Global Cloud Channel Sales and will work closely with multiple global and regional channel marketing, sales, services, operations as well as product and field channel sales teams throughout the organization. The successful candidate is a strategic and KPI driven thinker who thrives in a dynamic, fast-paced environment and is comfortable championing cross-functional initiatives that drive results.
Key Responsibilities:
Develop new channels to meet the needs of the evolving customer profile and expanding product portfolio
Create consistent structure and framework for business reviews in conjunction with regional CCS and Sales leaders.
Expert on selling and helping customers realize value in their cloud investment through partner channels.
Liaise with channel marketing to help influence and guide ‘to and through’ partner activities that drive significant ROI
Liaison with legal, finance & pricing teams to create channel-specific offers, incentives, and promotions to drive impactful go-to-market
Cultivate necessary relations with the SAP partner organization to help setup indirect partner programs for YoY growth expectations
Drive syndication of best practice program tools, methods, and processes to accelerate profitable performance
Liaise with channel leaders to ensure appropriate business case development to identify, evaluate and drive investment
Effectively influence and communicate with stakeholders to drive global alignment of programs and ensure regional satisfaction with programs
Be aware of, and comply with, all corporate policies
Education & Experience Required:
Minimum of 10-years of related experience in business development, partner management, sales or marketing with a focus on driving revenue. Experience in cloud software sales through partners is a must.
BA or BS required, MBA preferred.
Proficiency in Microsoft Office and Project Management tools required.
Demonstrated negotiation, persuasion and cross team collaboration skills.
Job Specific Knowledge & Skills:
Strategy Development and Execution: Business plan development, documentation, communication and implementation. Business Development and Revenue Generation: Quantifiable programs, partnerships, deals and processes Community of Practice/Capability: establish operations and governance, syndicate business planning and execution capabilities
Ability to think and work strategically requiring minimal supervision for decision making and resolution of business performance obstacles and conflicts.
Strong relationship-building skills cross functionally with key stakeholders including field personnel .
Experience in strategic planning and execution. Evaluating new business development opportunities in new or emerging markets.
Experience in change management and driving sustainable process improvements .
Ability to identify risks in business performance and segment specific initiatives, define mitigation strategies/contingency plans, arbitrate collaboration and compromise amongst the various cross-functional teams and effectively escalate critical risks & recommendations to Executive Leadership.
Ability to work effectively in matrix organizations with a strong track record of driving projects to completion.
Ability to think analytically and use data to support your recommendations and get buy-in.
Ability to motivate teams and drive others without direct authority over them.
Excellent writing, presentation and communications skills.
High level of collaboration and negotiation skills for team buy-in and commitment.
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
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 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).
Successful candidates might be required to undergo a background verification with an external vendor.
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