SAP Business One Channel Sales Lead - Japan, Korea, ANZ

Sales Management

Support the region to maintain a strong channel growth.

Lead, plan and execute sales, marketing and channel strategy to drive business outcome.

Execute GTM core strategies/action in alignment with global business priorities.

Drive sales through B1 channel and ensure the channel partners business objectives are met in accordance with the growth target & SAP software/subscription revenue recognition guideline.

Support channel partners managing SAP sales process and build up programs to support channel partners in growing their overall business (new/existing license revenue, net new names, greenfield penetration).

Take on accountability for a high conversion rate between pipeline to deal closure. Be an expert on the competition with their assigned industry/geography, identify competitive threats, and derive an executable plan to mitigate the risk.

Support the partners to manage/navigate SAP sales process to drive simplicity. Shortening of the sales process and improvement of win rate in order to achieve a good mix of volume & value business.

Convince partners to carry other SAP cloud products that complement their B1 business to support SAP's overall cloud strategy.

Channel Recruitment, Development & Enablement - A Growing Self-Sufficient Ecosystem

Clear understanding of the value proposition on partner economics and guide the team on strategies for partner profitability.

Prepare & manage a comprehensive channel development & enablement strategy. Drive creation, monitoring and review of business development activities around the assigned product portfolio. Define innovative approaches to generate business and execute either directly or via the channel or SAP stakeholders. Drive and participate in strategy formulation aiming to build a self-sufficient ecosystem to grow the business.

Leverage global or regional resources to develop partner sales & implementation capability. Ensure adequate channel partner capacity in both pre-sales and post-sales to maintain a year-over-year growth.

Communication

Build and maintain strategic partnerships with key decision makers internally and in partner and customer organizations.

Ensure understanding, trust and open cooperation on management level and below through effective and appropriate communication. Optimize communication style according to different stakeholders, situation, and media. Formulate clear management objectives and strategies and ensure understanding.

Communicate unpleasant messages in a timely and constructive manner.

Stakeholder Management

Collaborate closely with marketing to drive demand generation continuously throughout the year & ensure timely reporting on the role in view of value & volume.

Align & cooperate with mid-market account team & partner organization to increase revenue performance and partner readiness for cloud product cross-sell.

Close alignment with all relevant stakeholders (including product management team) to drive business outcome.

Experience

8+ years of experience in channel sales management with ERP solution in the SME segment preferably in a regional role.

Ability to lead, plan and execute demand generation strategy with partner.

Ability to do gap analysis and determine the appropriate actions to improve on the business outcome.

Sound understanding of territory management.

Experience in driving ISV sales engagement is a plus.

Ability to manage by impact and influence without reporting line.

Change agent for delivering results focusing on business outcome and not just reporting the results.

End to end business process knowledge as to be able to share best practices and contribute to account strategy/development of sales cycle.

Strong presentation & influencing skills. Strong program management skill.

Work effectively in a virtual team environment and generate high impact results.

Intellectual curiosity (ability to stay current... stay at the cutting edge).

Thought leadership and act as a trusted advisor.

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.