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Business One & ByDesign Channel Sales Manager Job

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Business One & ByDesign Channel Sales Manager Job

Business One & ByDesign Channel Sales Manager Job

Date: Jun 30, 2018

City: Tempe, AZ, US, 85281

Company: SAP

Requisition ID: 186312
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time



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.

Business One & ByDesign- Channel Sales Manager

Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.


This person is responsible for building a business in given geography, solution, and/or industry, including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management).


Solution/ Industry specialized Business Development

Identifies market opportunity and coverage and delivery capacity gaps in the partner ecosystem relevant to his/her solution- or industry specialization. Reviews resource allocation on a regular base and adjusts accordingly
Identifies potential partners to recruit to meet capacity requirements and builds business case to present partner value proposition (including economic value prop)
Responsible for creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to respectively specialized Channel Build and executes either directly or via the team. Drives core strategies and actions to ensure KPI achievement
Generally will be focused on volume segment

Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)

The CSM also develops and executes
partner demand generation plan to build partner pipeline

partner competency plan to ensure partner resources are trained on the latest solution and sales content,

partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies

presales coaching plan for existing and new partners

Ensures Solution or Industry build plans are in place and KPIs are met. Develops action plans to correct as necessary
Drives business / territory plan for his specialization area(s) under his supervision on a regular base for mid-term and quarterly perspective

Solution / Industry specialized Partner Sales Support

Gets involved into transactional sales support in key deals in his area(s) of solution / industry expertise at AE’s request, and/or may potentially be based on a partner’s initiative

Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution

Provides forecast by partners with regards to his solution / industry specialization to the country and regional sales management. Ensures forecast and pipeline accuracy

Escalates critical deals in his area of solution / industry expertise in a proactive and professional manner

Coordinates solution / industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization
Works with Partners and Indirect Channel Management to prospect new companies as potential customers around his area of solution specialization / industry focus


University degree, preferably in Computer Science, Engineering or Management Understanding the principles of solution selling through Partners
Ability to articulate and position E&C Value Proposition along with Partner ROI at CxO level Knowledge and understanding of Partner Dynamics
Knowledge of Solution Portfolio and relevant markets
Excellent written and oral English communication skills.


Minimum 5-8 years of experience in Sales,
Knowing or having successful experience in multi-channel go to market models Experience in negotiating with Customer’s within SME market
Proven track record in target achievement.

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.

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 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. (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Successful candidates might be required to undergo a background verification with an external vendor.
Additional Locations: Virtual - USA


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