Requisition ID: 246875Work Area: SalesExpected Travel: 0 - 10%Career Status: ProfessionalEmployment Type: Regular Full Time
COMPANY DESCRIPTIONSAP 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.
SAP CONCUR Business Development Manager
for LAC South Market Unit
SAP Concur has worked in the past few years in Latin America with a limited number of partners mainly TMCs Corporate Travel Mgmt companies able to resell the Concur Travel solution, as well as Corporate Credit Card companies (Amex, Visa, Mastercard) that referred leads to Concur as both solutions are good complements. In 2020, we will be gradually expanding our Partners ecosystem to include Banks, VARs, System Integrators, Implementation Partners and others.
As an SAP CONCUR Business Development Manager you will be responsible for building a multi-tier local & regional channel program to support a seamless go-to-market with our sales and marketing organizations in the SAP LAC South Market Unit.
Reporting to the SAP CONCUR VP Business Development Director of Latin America, you will play a key role in driving leads, generate incremental revenues, assure service delivery, improve customer adoption and satisfaction, and accelerate market expansion; by building an ecosystem of partners and programs that deliver massive value to our customers and to SAP Concur.
The Business Development Manager provides leadership and drives the execution of the Partners Business Plans, Sales Plans & Growth Plans for SAP CONCUR across the target market. Implement best practice programs, leverage existing systems and tools, methodologies, and processes in order to accelerate sales performance and market penetration.Key Responsibilities & Tasks
Build strong relationships with partners: SI, VARs, Alliances, Banks, ISVs, TMCs, etc.
Drive revenue commitments with those partners
Determine partner strategy to build and grow SAP Concur presence across all key market segments and regions to achieve business targets.
Recruit, onboard and develop committed, loyal, scalable partners regionally.
Gather market data and identify untapped market potential.
Continually assess, clarify, and validate partner needs.
Track, measure and report-out on channel effectiveness against targets and adjust programs and strategies as necessary.
Understand our partners’ businesses and develop strategies and incentives to make them more profitable through our partnership.
Work cross-functionally within SAP Concur teams (Sales, Presales, Marketing, Implementation & Support teams) to ensure messages alignment, operational coordination, and evangelization of business development strategy.
Partner with marketing to ensure the execution of programs, digital marketing and events to drive channel leads, pipeline and deal progression. Develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end customer, along with repeatable sales enablement programs and toolkits.
Coordinate and conduct sales and technical training for partners.
Work in collaboration with Sales and Services for a cohesive approach to our customers to deliver at scale.
Ability and willingness to travel around the region.
Main KPIs for the Role
Number of Partners in the SAP Concur ecosystem
Partners revenue target for 2020.
Strong YoY growth over a 3 years Partners plan
100% Customer adoption of Concur solutions.
Experience & Language Requirements
10+ years professional business experience, international business experience preferred in enterprise software sales, sales enablement industry operations, corporate development.
Experience in program planning and/or evaluating new business development opportunities in new or emerging markets.
3+ years of SAP related work experience.
Proficient understanding of SAP, its products and solutions, partners, markets and competition.
Experience in Cloud SW in the B2B environment. Understanding of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks.
Strong knowledge of best business practices and financial theory and analysis.
Fluency in Spanish and English is required, additional fluency in Portuguese a plus.
All necessary local work permits preferred.
Able to occasional international travel 30% of the time.
Education
Bachelor's degree in Business Administration, Engineering or Computer Science required from an accredited university.
MBA or advanced degree in related discipline preferred.
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 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: **********).
Successful candidates might be required to undergo a background verification with an external vendor.
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