Business Development Expert

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Job Description]

Responding to the increasing market interest in Outsourced, Private Cloud and Cloud BPO solutions and keeping with SAP’s market-leading position of offering customers the broadest range of software consumption options, SAP has established the Managed Service Provider and Cloud BPO Team as part of the SAP PES Organization.

The primary purpose of the Managed Service Provider Business Development Japan is to consistently attain targeted incremental Cloud revenue and pipeline creation, secure long-term revenue, monetize and sell through with existing Japanese partners, on-board new partners and be a thought leader for this route to market in Japan.

In this role you must set the strategic direction to accomplish these goals, optimize the partner and territory coverage to maximize SAP’s overall business and license share in the Japanese Market for Managed Service Provider. Identify white spaces, market coverage and execute together with the Japan PES Team and regional Global MSP team.

Expectation and Task for the Role]

• Develop and manage the MSP & Cloud BPO business in Japan MU. Partner and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. Annual Revenue - Achieve / exceed quota targets by Quarter. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and orchestrate engagements end to end with our Partners and Field Teams
• Maximize the contribution of our existing MSP partner portfolio in the Japan Market Units resulting in a larger share of wallet and increased revenue and order entry volumes for SAP.
• Engage with the Japan Market Unit Teams to selectively grow our MSP partner community including the Group SI’s
• Develop and share an effective internal and external network and effectively collaborate with other functions or units like, Line of Business Sales, SAP Field Sales, Commercial Sales, other Partner Teams, Marketing, Solution Management to enable outsourcing partner business.
• Ensure compliance of all sales and partner efforts.
• Ensure efficient opportunity identification and qualification, pipeline integrity, actuality and forecasting accuracy to support reporting requirements and business reviews.
• Execute and maintain strategic joint business plans, Ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides in order to fine-tune and finalize the annual business plan. Build review cadence and drive performance score carding with key stakeholders within the partner
• Understand partner strengths, economics, business imperatives and partner profitability.
• 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
• Manage Partner Pipeline and collaborate with Corporate, PLT / TEM & Key / Enterprise opportunity owners
• Drive resolution of conflicts in order to maintain a long-standing and productive business relationship based on mutual trust.
• Leading and orchestrate a (Virtual) Account Team demonstrating leadership skills in the orchestration of internal and partner teams. Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support and partner organizations.
• Drive engagement with SAP Marketing resources to support partner demand generation and promote success

SAPCSCareers

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.