- Partner development & management objectives and building the strategic vision with our consulting, system integrators and education partners in SEA. The leader fosters collaboration and a shared vision with key stakeholders of partners. Collaboration is key for success of this role and channel manager is accountable to build mindshare with cross team at SAP.
You will be integrating with diverse, cross cultural and cross geography team of channel managers, regional GPO teams, and Global channel enablement teams. This role has ownership of partner management with a strong focus to identify the right channel partners, building right capabilities and capacity with key partners, building cohesive GTM approach and driving the sell-with/sell-through goals. Success of this role measure the outcome delivered through joint integration approach with partners. - Providing software presales for customer and partner deals to drive an increase in Training and Adoption software inclusion in license deals.
- Leads and influences partners and internal sales teams to build their services and solution on SAP training and adoption process
- Foster vibrant partner ecosystem, share learning repository, drive collaboration, and positive outcomes
- Support partner's sales & presales teams to acquire product & process knowledge and drive collective business objectives
- Cross teaming with internal stakeholders and regional/global team to drive business goals
- Proactive review progress, identify the challenges and apply creative thinking to remove the bottlenecks
- Creativity to craft and land the GTM initiatives with partners to achieve collective goals
- Actively establish client relationships at all stakeholder levels, characterised by mutual trust and respect
- Act as a trusted advisor with regard to the Training and Adoption requirements throughout the entire LACE sales lifecycle.
- Provide solution expert support to Account Executives, Services Sales and Partners including customer facing meetings, RFP responses, requirements gathering, product demonstrations and sales presentations.
- Work with the Value-Added Resellers (VAR) and Channel partners to resell the complete End-to-End Training and Adoption solution suite
- Drive the number of VARs to sign up and engage SEN (SAP Enable Now) through the OEM and PMC (Partner Managed Cloud) platforms
- Assist the Market Unit based sales teams to qualify and execute Partner sales opportunities
- Provide software demonstrations and presales support for direct and in-direct deals
- Work with License sales to attach Training and Adoption software to existing opportunities
- Actively support across all aspects of Sales and Delivery engagement
- Build and Drive partner Go-to-Market strategies
- Build market coverage map and drive partner recruitment
- Ensure setting and realization of Channel sales targets
- Timely and accurate Direct and Channel pipeline and forecast management
- Develop the Channel sales pipeline on a 4Q rolling basis to ensure future targets can be met
- Partner Management and ecosystem development
- Develop Line of Business and Partner stakeholders
- Developing and maintaining relationships with the Global Partner Organisation, SAP Partners and SAP
- Provide accurate and reliable forecasting
- Analyse data and build data insights to drive channel "Sell-Through & Sell-With" initiatives and direct software sales.
- Envision new services with key partners to drive customer success
- Is continuously on the look out for best practices to increase business with partners and license sales in SEA
- Drive a comprehensive communication strategy to promote outcomes and make contribution visible
- Strong stakeholder management and business alignment in order to build bridges between teams.
- Share the information on new product release with partners on-going basis
- Sales Execution Skills - preferred experience prospecting, qualifying, solutioning and closing software and training related deals who can execute a Sales strategy and drive sales in a dynamic Training and Adoption market
- Excellent communications skills - able to listen, motivate, and transparently communicate clearly and simply
- Excellent business and commercial acumen - With an ability to understand the numerous training and adoption business drivers required to develop into a trusted SAP Training and Adoption advisor
- Business focus – good understanding of Bookings and Revenue requirements, preferably within the domain of Training and Adoption solutions
- Strong Presentation Skills : ability to synthesise the information, adapt to audience profile and deliver Training and Adoption presentations, demonstrations, webinars and product enablement sessions for customers ad partners
- Creative Enabler - ability to think laterally and encourage teams to come out with creative ideas/solutions
- Inspirational Connector – passionate about working in a multi-cultural, diverse, fun and open environment
- Strong Collaborator – able to build partnerships within a complex matrix organisation and ecosystem in order to drive the strategy
- Linguistic Skills : Must be fluent in SEAese and business English
- Self-starter with strong intercultural experience and sensitivity in order to operate collaboratively and influence key stakeholders in a matrix environment
- Undergraduate qualification or equivalent is preferred
- 1-2 years of experiences working in Services and/or Software sales
- Experience in selling end-to-end Training and Adoption software and services preferred
- Preferably some channel sales background
- Experience of driving long term strategic relationship with Training and Adoption customers and partners/channel partners preferred
- Some experiences driving substantial sales growth year over year
- Proficient in English
Cloud Adoption Specialist - Kuala Lumpur, Malaysia - SAP Concur
Description
We help the world run better
SAP Customer Success Service's team supports our customers in their digital transformation. We sustain the adoption of SAP software and ensure that our customers can successfully plan, implement, integrate, and operate their software, including continuous improvement, quality management, problem solving and knowledge transfer.
The Customer Success Service Academy is up to 2-year graduate program to start your career in the Services Customer Success Board Area. This program consists of classroom-based learning with rotation opportunities before settling on one focus area within the business.
Throughout the Program you will build the foundations needed for success in the Services' business. Our rotations enable you to gain comprehensive experience and understanding within different lines of business such as consulting, project management, technical and solution support.
We are looking for an individual to join us under the SAP Training and Adoption team, commencing March 2024.
Job profile
SAP Training and Adoption is seeking an individual to fill the role of Training and Adoption Channels/Partner within SEA as part of an APJ Team. The individual must be an innovative, energetic and dynamic self-starter, who is able to deliver exceptional results through active participation within multi-cultural virtual account teams.
The role will work closely with Account Executives, Services Sales and Partners to drive Training and Adoption sales within the SEA Market Unit and the APJ region.
The SAP Training and Adoption products and services are the central piece of SAP's Land, Adoption, Consume and Expand (LACE) sales strategy and helps drive adoption with our customers to help them realise their return of investment on SAP solutions. With SAP cloud focused strategy, the focus on volume accelerates the need to transition to a partner-led and SAP-supported volume business. Customer engagement models will increasingly switch to integration of our partners to drive customer success. Having a vibrant partner ecosystem who build their services and solution model resting on SAP products is critical for SAP future success.
This role will focus on growing Training and Adoption revenues through in-direct sales by positioning the value of SAP Training and Adoption solutions to both customers and partners.
This role will also focus on driving pipeline development, management and landing sales initiatives through the channel as well as providing software presales support for indirect deals. The key products and services are Training and Certification, SAP Learning Hub, Learning Services and Cloud solutions.
PURPOSE AND OBJECTIVES
The Training and Adoption Channels/Partner is responsible for supporting our License Sales, Services Sales and Partners to devices and position value-based Training and Adoption solutions utilizing SAP Training and Adoption Software, Learning Services and Training Services.
This role will focus on the following two objectives:
A day in the life...
Execution Excellence
Performance
Innovation
Communication
What are we looking for?
Professional with software presales and partner development experience with strong understanding the SAP partner ecosystem and partner development approaches. He/she shall have demonstrated the passion to drive the internal/external readiness.
SKILLS AND COMPETENCIES
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES