4 days old
2018-07-112018-08-10

North America ByDesign Lead Job

SAP
  • Job Code
    186890
North America ByDesign Lead Job

North America ByDesign Lead Job

Date: Jul 11, 2018

City: Tempe, AZ, US, 85281

Company: SAP

Requisition ID: 186890
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time

 

COMPANY DESCRIPTION

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 North America ByDesign Lead is responsible for the overall performance of the ByDesign business in the North America region. The results will be measured against defined KPI’s, such as VAR Growth, New Names acquisition from the channel, % of channel participation, Individual contribution, Innovation adoption and others. The North America ByDesign Lead works with the CSMs and ByDesign extended team (Commercial Sales, GBSEs, IAEs, Marketing…) to realize the goals. 

The role reports to the Regional Sales Director.

KEY RESPONSIBILITIES

  • North America ByDesign Lead - Support the region to maintain a strong Channel Growth
    • Support CSMs to drive sales through the ByD channels and work closely with the in-country resources and market unit colleagues
    • Help Channel Partners manage SAP sales process and achieve own budget as well as help Channel Partners achieve committed Business Plans
    • Build up programs to support channel partners in growing their overall business (New / Existing license revenue, Net New Names…)
    • Ensure the Channel Partners business objectives are met- i.e. 100% revenue achievement, software revenue recognition within SAP guidelines, annual growth targets, etc
  • Channel Recruitment – Grow Channel Partner Ecosystem 
  • Support CSMs in their Territory/Partner Mapping to identify and Target White Spaces
  • Articulate Understanding of Channel Business from a partner perspective and advise Channel Partners  on strategies for Partner Profitability
  • Channel Partner capacity, partners in pipeline & channel resources.
  • Channel Enablement (cooperation Enablement Director)
    • Prepare & Manage a comprehensive Channel Development & Enablement strategy
    • Leverage Hub resources & Global Enablement Programs to develop Partner Sales & Implementation Capability
  • Close cooperation with Marketing and other teams (e.g. development)
    • Align annual marketing plan with regional and global marketing teams
    • Align & Cooperate with Inside Sales to increase revenue performance through ISE
    • Establish communication lines with other SAP departments when needed
  • Revenue Achievement- NA MU
    • Maintain reliable forecast for revenue growth of the ByDesign solution for North America across all segments
    • Advocate adoption of the ByDesign solution across all segments and sales related roles
    • Responsible for individually driving revenue achievement where a channel partner is not involved
  • Reporting
  • Ensure proper reporting of all involved B1 resources

    KEY EXTERNAL & INTERNAL CONTACTS

  • Global, Regional & Country SME Leads
  • Country & Hub Marketing
  • Country & Hub Commercial Sales

    SKILLS PROFILE

    Experience

  • Minimum 10 years relevant Business experience, preferably in a regional role
  • Experience of working in a Channel business organization
  • Experience of working with SME as target market
  • Experience in running programs for channel partners in a country/regional role will be advantageous
  • Knowledge of the SAP Portfolio & ByDesign is a key advantage for this role

    Key Desired SAP Competencies

  • Leadership qualities, with the ability to articulate a clear vision and drive change within individuals and organisation / channel partners
  • Goal-driven, ability to work to strict deadlines
  • Achievement-oriented, sales-driven mindset; strong desire to succeed
  • Analytical thinker who works logically to resolve problems and address opportunities.
  • Strong team player who can work collaboratively with others to achieve organizational goals.
  • Running programs in a similar market segment/product portfolio is a must
  • Strong oral and written communication and presentation skills.
  • High levels of energy, drive, resilience, intelligence and integrity.

    Education & Training

  • Degree or Post-Graduate Degree in Business / Sales/ Marketing  
  • Team collaboration experience
  • English language skills.

WHAT YOU GET FROM US
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.

SAP'S DIVERSITY COMMITMENT
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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