Date: Mar 11, 2015
Location: Vienna, 9, AT
Requisition ID: 36862
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time
COMPANY DESCRIPTION
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
PURPOSE AND OBJECTIVES
The Regional Cloud PBM will focus on 5 areas with all Cloud Partners (Value Added Reseller/ VAR) in Austria and CEE in relation to SAP Cloud Pillar´s.
EXPECTATIONS AND TASKS
Enablement:
Organize Partner briefings with local channel/partner responsible so Cloud Partners would understand SAP Cloud Messages including Strategy, Tactics, SAP Positioning & strengths in general Make sure that partner understand the specific Cloud economicsbased on SAP Cloud Blueprint
Recruit and enable VAR partner with local and regional team, based on local requirements
Push Partners (practice and Client Facing Partners) to go to training on Cloud
Building Difference with/between Partners:
Push partners to certify consultants on Cloud
Push Partners to build their own IP´s on top of our Cloud solutions to deliver high value to customer and differentiate themselves
Demand Generation:
Get commitment from Partner to set up demand and pipeline generation activities in relation to their business plan with SAP for Cloud BPO and or OEM business
Sales:
Push Cloud Partners to develop New Cloud Opportunities
Push Partners to address their installed base with SAP-Cloud offerings or their Cloud package with SAP-Cloud
Push partner to have enough certified sales and pre sales resources
Ability to demo cloud solution in front of partner or local sap teams
Develop necessary confidence within Partner organization at regional and market unit level so they would:
Review pipeline with Mgt on a weekly basis and take actions coming from this review that are Partner related
Organize Quarterly meeting with Management
Communication:
Update on a regular basis Regions, MUs, PAMs in MUs, Sales, Management on Partner news (organization, new Customers, New solutions, Successes, Certified Partners, Partner Strategies, pipeline, best practices, ….)
Update on a quarterly basis Client facing Partners on important topics that partners need to be aware when speaking to Customers together with local team. Be a speaker in front of partner at partner events or workshops.
WORK EXPERIENCE
Minimum 10 yearsexperience in IT
Experience acquire at international level (at least half of the experience)
2 to 3 years experiences of Cloud Sales ideally in HR necessary
Minimum 7 yearsexperience in Channel sales
As a competitive employer, apart from generous added benefits, we also offer a basic salary which is based on the current "Collective agreement for employees in the services sector within the automatic data processing and information technology sector" with a minimum of 2.711,00 euro as a gross salary per month on the basis of full-time employment. An additional salary is calculated according to qualifications and appropriate work experience. In addition to the basic salary we also offer an annual performance based bonus system.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Strong understanding of Channel roles and the VAR model with proven track of record
Fluency in English and German mandatory
Experienced with Cloud business models in channel organizations
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 HR Direct (Americas: hrdirectamericas<στο>sap.com, APJ: hrdirectapj<στο>sap.com, EMEA:careers<στο>sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection
Job Segment: Sales Management, ERP, Manager, Cloud, Sales, Technology, Management