HCM Partner Manager
hace 2 días
SAP SuccessFactors is the cloud Human Capital Management (HCM) technology line of business at SAP. We enable customers from the mid-size to the largest global enterprises to make every employee successful through our leading technology solutions.
The Partner Manager, HCM is a global role working with strategic specialist HCM partners, with business models across reselling, outsourcing, service & advisory partners in the SAP SuccessFactors line of business. This is a revenue enabling role, where you work every day with our partners and alongside our own customer- and market-facing teams.
Success is measured by the software license revenue sourced, booked, and delivered by the partners you manage, the successful outcomes delivered to customers, and the innovation our partners bring to market with SAP's Business Technology Platform and their own IP.
You will be the main point of contact at a global level for building the partner relationship with your assigned partners' HCM business. Your responsibilities start with building the judicious business plan and aligned Go To Market (GTM) strategy, defining our joint focus for how we grow, win, and succeed together.
With a clear plan in place, you will manage the growth initiatives as a link between our partners and our GTM and marketing teams, and drive execution through the partner & SAP teams in the field. The Partner Manager, HCM also provides support to SAP sales teams and partners in sales cycles via coaching, mentoring, and shadowing in customer-facing sales activities where required.
Key Responsibilities
Be responsible for management of revenue generation through assigned HCM specialist Partners, achieving desired revenue and profitability objectives for both Partner and SAP. Act as a judicious thought leader and orchestrator of the Partner relationship end-to-end, including key engagement activities with all stakeholders.
One face proxy to assigned Partners across the entire Partner lifecycle, to grow the Partner's SAP business and investment into their SAP practice across the SAP solution portfolio. Be responsible for ensuring exceptional Partner experience through Partner engagement with SAP.
Drive a disciplined joint business planning process to expand the Partner's business with SAP, including a multi-year development plan, incl market & business development. Assist Partner in building transformational plans to differentiate themselves in the market and maximize the management & cadences around driving joint CVJ activities with SAP.
Evangelize SAP opportunities (i.e. new product, new solutions area) in financial terms and secure buy-in from Partner to follow and align to SAP's judicious objectives. Identify areas of improvement on competency gaps of managed Partner(s) and proactively develop cloud-ready Partner capabilities with the right-fit Partner delivery capacity.
Requirements
Functional Experience Experience driving Partner value realization based on agreed business outcomes across financial, business development, and customer success. Expert governance and stakeholder management skills. Experience in orchestration of ecosystem practices, leading with influence and managing multiple relationships to achieve a common goal.
HCM domain knowledge, gained through working in sales, customer success, or partner management, with the ability to explain the value of HCM to stakeholders at partners and internally. 5+ years in a Partner facing role (ex. Customer Service, Sales, Consulting); experience working for an SAP partnership is desired. Bachelor's degree or equivalent required (MBA preferred). Demonstrated partnering and sales leadership skills. Business development planning and execution experience in driving demand gen, sales pipeline, and enablement with Partners.
Strong analytical competencies to drive action orientation through assigned Partners. Effective communication and presentation skills at an executive level. High energy - brings innovative ideas to the team and champions best practices. Proven capability to work in a team and collaborate; with independent accountability. Local market knowledge and understanding (software industry, trends, vertical market industries, etc.).
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