Description:
The primary focus of the role is sales execution, demand generation, pipeline growth, and revenue delivery in designated territories.
The SPM owns the end-to-end partner relationship and acts as the central point of contact between SAP and the partner. The role ensures partners have strong business plans, active pipelines, effective demand generation programs, and the capabilities required to win new customers, expand existing accounts, and increase cloud adoption.
Core Responsibilities Revenue & Sales Execution
- Own partner revenue targets and drive execution against SAP Cloud subscription commitments
- Build, manage, and own the partner forecast and pipeline health
- Drive net-new customer acquisition and expansion within installed base
- Conduct joint account planning and opportunity reviews with partner sales teams
- Coach and enable partner sales teams on SAP value positioning, competitive strategy, and deal execution
- Collaborate with SAP AEs, presales, and ecosystem teams to accelerate opportunities and close deals
- Scale Partner-Led Territories and Corporate segment impact.
Demand Generation & Pipeline Development
- Own partner pipeline development aligned to SAP pipeline multiplier expectations
- Define and execute joint demand generation plans with measurable ROI
- Ensure full utilization of MDF and SAP marketing programs
- Align partner campaigns with SAP go-to-market priorities and strategic solutions (e.g., RISE, Cloud)
- Drive joint marketing initiatives with SAP regional, industry, and sales teams
- Track pipeline creation, conversion rates, and demand generation effectiveness
- Establish clear net-new name targets and reference-building plans.
Business Planning & Performance Management
- Lead structured annual and quarterly business planning focused on sales growth and cloud expansion
- Define revenue targets, pipeline goals, investment plans, and growth areas
- Monitor performance against commitments and implement corrective actions where needed
- Support partner capability development to increase self-sufficiency from lead generation to deal closure
- Drive adoption, renewals, and portfolio expansion across SAP Cloud solutions
Partner Leadership & Governance
- Act as trusted advisor to partner executives and sales leadership
- Coordinate SAP internal stakeholders to support revenue acceleration
- Ensure compliance with SAP PartnerEdge and channel policies
- Support complex deal governance and escalation management
Experience & Profile
- 5-10+ years in software sales, partner management or business development
- Strong track record in cloud revenue growth, pipeline building, and demand generation
- Experience driving joint sales execution and marketing programs
- Strong analytical, forecasting, and performance management skills
- Effective communicator with executive presence
- Fluency in local language is mandatory
- Fluency in Business English level is mandatory