CSM - Pakistan Job

COMPANY DESCRIPTION

SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.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.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

- Degree or Post-Graduate Degree in Business / Sales/ Marketing with prior working sales/marketing experience preferable.
- Leadership/Team Building Coaching skills.
- Key Desired SAP Competencies:
- Leadership qualities, with the ability to motivate people , articulate a clear vision and drive change within individuals and organisation.
- Goal-driven, ability to work to strict deadlines.
- Ability to effectively design and manage complex systems and processes.
- Analytical thinker who works logically to resolve problems and address opportunities.
- Strong team player who can work collaboratively with others to achieve organizational goals.
- Planning and Organizing: ability to effectively define, plan, schedule and control projects.
- Previous Sales or Marketing experience will be a distinct advantage.
- Strong oral and written communication and presentation skills.
- High levels of energy, drive, resilience, intelligence and integrity.

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