Partner Sales Manager ( PSM ) - SuccessFactors

  •  

Palo Alto, CA

Industry: Software

  •  

11 - 15 years

Posted 370 days ago

Owns the partner relationship with the SAP SFSF or HR Technology practices of one of our top global strategic alliances in order to grow SAP’s software license revenue within our HCM solution portfolio. 

 

This specifically includes proactively developing both the Partner’s and SAP’s business in these 3 key areas:

  1. SAP SFSF License Sales: Drive Deals via tight alignment with our Field and the Partner - understand how and when to push/pull when it comes to deal alignment on both sides
  2. Net New Joint Deals:  Identify pipeline opportunities to be closed in the current FY (excluding existing pipeline or known RFI opps) based on the unique assets and capabilities of Partner and SAP SFSF
  3. Co-Innovation: Leverage the unique capabilities of Partner and SAP SFSF to launch new initiatives that showcase the uniqueness of the partnership resulting in expansion of the global SAP SFSF brand  

The PSM is also responsible for coordinating all SAP SFSF interactions internally and externally (respective Fields, Executives, Solutions teams, etc) in the designated region.

 

Primary Measurements: Partner-Influenced Revenue target, Net New Opportunities, and Joint Customer Innovation.

 

EXPECTATIONS AND TASKS:

Partner Management - Proactively develops current and long-term relationships across all roles in the Partner’s organization (executives, sales, marketing, technical, etc), given changes in the environments of SAP and the Partner

  • Understands and articulates the primary and ancillary SAP portfolios (SFSF + Digital Core & 4 Pillars) in terms of the customer value proposition and the partner value proposition (including Partner economics, Partner ROI, Partner investments into various solutions)
  • Professional preparation and leadership of all relevant Partner / SAP SFSF meetings
  • Collaborates with internal SAP teams (Account Executives, Senior Executives, Product, Support, Professional Services, Ecosystem, Strategy, etc.) acting as a strategic liaison between the Partner and SAP to ensure sales successes, aligned strategies, and effective communications  
  • Prevent and resolve conflicts between Partner and SAP. Escalate as needed 

Partner Demand Generation and Pipeline Creation - Responsible for partner’s pipeline development and driving to SAP’s expectation of pipeline multipliers:

  • Ensure Partner collaborates to build and execute joint demand generation activities with SAP local, regional, and industry Sales, Ecosystem and Marketing Teams to grow pipeline and agree to account plans
  • Influences partner to effectively invest in Marketing and Demand Gen activities
  • Develops and executes a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, revenue commitments and customer reference targets
  • Drive & own the forecast with the Partner and be accountable for Partner participation.
  • Diagnoses and prescribes corrective action for underperforming partners
  • Ensures Partner and SAP teams operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met 

Partner Governance - Disciplined joint business planning process:

  • Annual meeting to ensure proper planning and execution of joint Sales, Marketing, and Enablement
  • Document joint commitments and investments
  • Measurement, accountability and reporting on results on a weekly, monthly and quarterly basis
  • Utilizes existing experts within Partner and SAP to prepare, deliver and follow up on the business planning

 

WORK EXPERIENCE:

12+ years working experience in the HCM software industry in Sales or Partner facing roles (i.e. Sales, Alliances, Consulting);

Demonstrated sales and partnering leadership skills 

Relevant experience in Cloud / ERP software topics

Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners

Strong analytical competencies 

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

Effective communication and presentation skills at an executive level

High energy – brings optimism, innovative ideas and a play-to-win attitude

Proven capability to work in a team and collaborate; with independent accountability

Microsoft Office tools, including Word, Excel and PowerPoint

Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)

Business level English: yes

Business level local language: yes

Bachelor equivalent: yes

Requisition ID: 140466