Selling with and through Partners is a cornerstone of SAPs growth strategy and supports SAP´s market coverage. The Director General Business & Partner Ecosystem for the Africa Market Unit will assume overall responsibility of the General Business and Partner strategy and drive execution in close cooperation with the local management team and the regional General Business and Partner team.
The Director General Business & Partner Ecosystem for the African MU has 3 major responsibilities:
Lead the General Business customer segment: being the ultimate accountable person for the achievement of the revenue targets and growth rates, both on On-Premise and Cloud.
Build the Partner Delivery Capacity, at a fast pace, required for customers to be able to implement the SAP solutions within the expected growth rates of the Market Unit
EXPECTATIONS AND TASKS
Routes to Market ( Channel and Inside Sales ) Strategy
Defines and drives the evolution of SAP’s GTM to a “cross-segment” Indirect Channel model by introducing new Partner types, new routes to market and the expansion of the existing Partner role.
Creates a specific partner coverage model with an optimized constellation of channel management, inside sales and further potentially affected roles
Identifies key areas of the Sales Channel, which will enable growth in both Enterprise and Volume markets and across all solutions
Ensures profitable models for SAP Channel partners, which allows them to act as an extension of SAP’s own sales and delivery force for mature solutions and also for new business models and Cloud
Coordinates the effective impact of Inside Sales with Field and Channel Sales.
Business Planning
Creates, monitors and reviews the overall Strategy for the Market Unit in close collaboration with the Local MU Leadership team and Regional EMEA North General Business and Partner Management. Ensures target KPIs and plans are met and develops action plans to correct, if necessary.
Ensures availability of specialized solution and / or industry Partner Delivery capabilities according to the respective market potential.
Creates robust alignment of channel partners and global systems integrators by industry and solution across the African market.
Identifies gaps in the coverage model and initiates relevant activities, i.e. recruiting, development, up-/ reskilling of sales resources, adjustments ratios, etc.
Collaborates with Local Management teams to ensure full alignment, collaborative influence and support to local strategy and revenue targets.
Sales Execution
Carries the Market Unit General Business quota and works on getting corresponding quotas assigned to the respective roles in the team.
Ensures implementation of an effective approach to building up the channel ecosystem. Drives roll out of enablement and incentive programs to enhance the sales and delivery effectiveness
Drives Operational Excellence by managing and driving the execution of all pipeline creation activities according to business targets, ensuring 4x coverage and contributing to the Market Unit growth and acquisition of new customers in the General Business segment.
Delivers on targeted revenue on each solution sales bag; On-premise and Cloud.
Monitors execution activities across the region, identifies risks and defines / implements activities to prevent critical situations.
Provides weekly forecasts and KPIs to Market Unit MD and Regional EMEA North General Business and Partner leader.
Ensure partner performance in sales and delivery is growing and delivering on the performance objectives of the market unit
Leadership / People Development
Building a vision, strategy, a plan and execution through organizational depth and people leadership
Effectively leads and provides direction to teams and individuals through setting goals, motivation, alignment, empowerment and supporting strategies to achieve success
Ensures professional development by providing on the job coaching and access to SAP sales readiness offerings.
Initiates recruiting and drives evaluation process of new team members
Leads his/her team though the dual reporting model ensuring full alignment with solid and dotted matrix structure with local teams, regional teams, industry teams, and innovation teams
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
BA or higher degree in IT/ business/ economy or another related field, MBA preferred
Highly developed communication and leadership skills in multinational environments
Demonstrable strong and detailed people management skills
Sales and Operational Leadership, attention to details for inspection and performance management
Able to operate in complex matrix environment
Strong value system for building trust, alignment and engagement across the organization
Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership.
WORK EXPERIENCE
Senior professional with long experience in Channel management (Sales, Marketing, Business Development or other) across multiple partner types within IT industry
Years of successful people management experience
Strong leadership ability across regions and channels
Regional and local market knowledge and understanding
Experience selling complex IT solutions, ideally in the Enteprise Applications category, taking new products to market
Results driven personality able to maintain strategic business focus
Proven track record of boosting partner sales and achieving revenue growth through this channel
Ability to prioritize in a complex, multi-tasking environment
Fluent English
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