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Customer Experience (Cx) ISV/Solex Partner Business Manager (PBM) Job

  • Job Code
Customer Experience (Cx) ISV/Solex Partner Business Manager (PBM) Job

Customer Experience (Cx) ISV/Solex Partner Business Manager (PBM) Job

Date: Jul 11, 2018

City: Palo Alto, CA, US

Company: SAP

Requisition ID: 183577
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Management
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.



The SAP Customer Experience (Cx) ISV/Solex Partner Business Manager (PBM) will focus on identifying, recruiting and establishing go to market relationships with leading technology solutions supporting the SAP Customer Experience (Cx) portfolio of solutions.   The candidate will facilitate white spacing discussions with various internal solution management teams to ensure the right technology partners are identified and submitted into the ecosystem. Further, ISV/Solex PBM will engage with the SAP Cx Field Sales Organization, and the technology partner, to create a joint pipeline of deals and facilitate the closing of deals with the various internal support teams (i.e., ISV, App Center, Solex, etc.).  

Main Responsibilities:

Partner Identification & Engagement

  • Screens the market to identify potential ISV & Solex partners (competitive Resellers, ISVs, etc.)
  • Engage partner and guide through certification and listing process on SAP App Center
  • Develops the relationships with the Partner senior management, including C-level.
  • Ensure partners leads are qualified and followed up according to ideal partner profile.

Campaign Development & Roll-Out

  • Ability to create and operationalize distinctive campaigns with technology partners
  • Ensure roll-out of campaigns with local sales management are seamless and deliver results for all parties  
  • Able to create appropriate reporting on sales progress against targets 
  • Assess strengths and opportunities of partner business on a constant base, aligning with SAP’s business aspirations. Recommends actions & next steps to SAPs sales management accordingly.
  • Builds a community of best performance for our partners through challenges, learning content and recognition of our top partners and their high potential across the diverse market units..

Business Planning / Strategy 

  • Create, as appropriate, partner business plans; major dimensions covered are annual business goals, enablement, business development, demand generation & marketing; focuses on critical areas for the partner.
  • Enables partners to excel in sales and delivery; Guides operationalization of the business plan in order to facilitate execution on regional / local level in collaboration with local Sales Managers as well as with other SAP units involved.
  • Engage Internal Stakeholders in identifying white space and gaps in the Ecosystem within the area of responsibility where an ISV or Solex partner could help

Key Metrics

  • Deliver ISV (via App Center) and SOLEX (3rd Party Software) revenue target for business unit
  • Drive and implement best partnering practices
  • Support GTM efforts by collaborating closely with ISV & SOLEX partner managers, SAP PBMs, SAP Director of Sales Alliances and other key influencers


  • BA or BS degree or equivalent
  • Master equivalent: preferred

Experience & Language Requirements

  • Demonstrable experience in partner business (Sales, Marketing, Business Dev. or other)
  • Understanding the principles of solution & cloud selling through Partners
  • High energy – brings innovative ideas to the team and champions best practices
  • A proven capability to work in a team and collaborate across matrixed reporting lines
  • Knowing or having successful experience in multi-channel go to market models
  • Knowledge and understanding of Partner Dynamics
  • Knowledge of Solution Portfolio, especially cloud and platform, and relevant markets
  • Business level English: yes
  • Business level local language: yes

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.
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