PURPOSE AND OBJECTIVES
Manage and Grow Channel Partner Ecosystem for all SAP Product portfolio in line with Country growth aspirations, and to achieve optimum Market coverage and Partner Capacity & Productivity goals.
This is a Senior position within the Country Indirect Channel organisation, requiring the individual to draw upon personal experience, deep market & business knowledge to build credibility and trust between SAP and Channel Partner stakeholders.
EXPECTATIONS AND TASKS
1. Channel Recruitment - Grow Channel Partner Ecosystem:
* Territory/Partner Mapping to identify and Target White Spaces.
* Articulate SAP Channel Partner Value Proposition to Partner C Level executives.
* Articulate Understanding of Channel Business from a partner perspective and advise Channel Partners on strategies for Partner Profitability.
2. Channel Capacity & Productivity Management:
* Analyse & manage Channel Sales Capacity to meet sales coverage and revenue growth requirements.
* Analyse Channel Sales Productivity to determine Channel Performance and Capacity Increase Opportunities.
3. Channel Enablement:
* Prepare & Manage a comprehensive Channel Development & Enablement strategy.
* Leverage Hub resources & APJ/Global Enablement Programs to develop Partner Sales & Implementation Capability in specific product/solution areas.
4. Channel Performance Management & Conflict Management:
* Monitor Channel Performance and recommend Channel Partner termination where warranted.
* Help the Indirect Sales organisation in country work with Channel Partners in harmonious, collaborative environment, and in compliance with Global COP guidelines.
* Help manage inter-Channel Partner Conflict, through implementation & supervision of transparent, lead registration & account management policies & systems.
* Implement improvements in interactions between Channel Partners and other SAP LOB’s to ensure Channel Partners remain focused on Channel Partner business.
* Take responsibility for overseeing and supporting annual Partner Business Planning and formal Quarterly Business Reviews with all Partners., which will be led by country Indirect Channel management resources/CSM’s as appropriate.
WORK EXPERIENCE
* Minimum 10 years relevant Business experience, preferably in a regional role.
* Experience of working in a Channel business would be a distinct advantage.
* Previous IT Sales & Sales Team management background will be an advantage.
* Experience in building a Channel Partner ecosystem from scratch in a country/regional role.
تفاصيل الوظيفة
| 2014-01-22 | تاريخ الإعلان عنها: |
| الرياض, المملكة العربية السعودية | منطقة الوظيفة: |
| غيرذلك | الدور الوظيفي: |
| مبيعات | قطاع الشركة: |
المرشح المفضل
| متوسط الخبرة | المستوى المهني: |
تقدم الآن - وظائف في السعودية - وظائف في جدة, المملكة العربية السعودية - وظائف في الرياض, المملكة العربية السعودية - وظائف غيرذلك في السعودية - بحث عن جميع الوظائف
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