Inside Partner Business Manager for SAP Uki, Based

**What we offer**

**Overview**
IPBMs are responsible for growing sales, increasing delivery capacity and/or accelerating partners’ contribution to innovation of the SAP/partner solution portfolio. The IPBM acts as the partner’s primary point of contact for SAP.

Key business metrics for success may include:

- indirect revenue generated through and with assigned Partners
- partner demand generation and pipeline creation
- planning and improve of partner capability and capacity
- development and execution of the partner’s business plan, advising on strategic development or expansion (industry, geography, solution packages)
- bringing new partners to revenue (when relevant) within a defined timeframe
- development of Partners from one level to the next
- manage partner satisfaction through NPS Partner survey

**Partner Business Management**:

- Understand partners’ economics, business imperatives and agendas.
- Develop active partner relationships within the regional partner base, to be able to influence partner’s development, investment, and success in SAP’s priority areas.
- Achieve key stakeholder, including c-level, buy-in and investment at top partners to support SAP’s growth strategy in terms of license and services capacity growth
- Gain partners’ focus on SAP business, and maximize/optimize partner engagement and investment in the SAP ecosystem
- Maximize partner engagement across all potentially relevant business models, ranging from co-innovation/creation of intellectual property via services engagement to joint selling/reselling
- Maximize partner engagement across territories, support partners in their drive to expand in geographies & industry verticals
- Drive early partner adoption of key SAP innovations
- Build and maintain strategic joint business plans, ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides
- Build review cadence and drive performance score carding with key stakeholders within the partner.
- Operationalize the business plan to facilitate execution on regional / local level, with all Partner and SAP stakeholders. Execute regular business reviews with all key stakeholders.
- Continuoulsy provide partners with the right contacts within SAP and broker introduction to SAP resources that can support in the partner’s development.
- Design and roll-out joint pipeline generation programs that drive opportunity development, in collaboration with FSMs and Account Executives. Develop partner sales campaigns in close collaboration with regional/local ecosystem teams, marketing, legal, inside and field sales management and other relevant units of SAP.
- Manage Partner Pipeline and collaborate with SAP Account Executive (AE) opportunity owners, acting as a strategic liaison to SAP Services to ensure effective communications and conflict resolution as needed. Drive resolution of conflicts to maintain a long-standing and productive business relationship based on mutual trust. (Ensure coordination with SAP’s Account Execs / Opportunity owners when reviewing partners’ pipeline deals, to minimize redundant interactions with the partner on this matter).
- Develop and maintain a detailed knowledge of the sales territory, partner landscape, SAP services capacity (in SAP and partners managed), key regional business imperatives, and the regional SAP opportunity pipeline, to be able to communicate information and opportunities to partners, where relevant.
- Ensure effective review cadence with Partners and key SAP stakeholders (from SAP sales, SAP services, to the relevant assigned PSA) within the region
- Keep abreast with all changes to the partners’ organization as well as with the changing environment at SAP. Communicate regularly and in a timely manner to SAP’s Sales Account Executives all relevant partner information and changes, such as new solutions, new capabilities, investments, credit events, etc.
- Diagnose and prescribe corrective actions for underperforming partners or recommend termination if appropriate.
- Drive engagement with SAP Channel marketing resources to support partner’s demand generation. In particular: ensure full and proper use of all MDF, drawing input from CSMs and SAP’s Sales Account Executives. Drive partners to utilize SAP’s marketing programs and tools (MSB, Virtual Agency, Talent Tools, etc.), aligning with and leveraging PXD.
- Act as an evangelist and champion within SAP for their assigned partners, ensuring sales and marketing support

**Partner Development**:

- Drive Partner consultant’s growth: ensure partners meet certification requirements
- Assess strengths and opportunities of partner sales
- Identify partner’s opportunities for mutual sales expansion based on the agreed-upon strategy
- Ensure necessary agreements & contracts between partners and SAP are developed and finalized in a timely fashion as well as rolled out and adhered to
- Develop High-level enablement pl