Partner Management Expert

SAP SE; Greater London; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

A leading software company in Greater London seeks a Partner Management Expert responsible for optimizing revenue from assigned seller partners. This role emphasizes strategic partnership engagement and supports the development of transformational plans to maximize customer lifetime value. Candidates should have at least 5 years of relevant sales experience, strong organizational skills, and in-depth knowledge of SAP or Concur. The position offers flexible working arrangements and a dynamic work environment.

Benefits

Flexible work arrangements

Continuous professional development

Health and wellbeing benefits

Qualifications

• Minimum 5 years of experience in software sales with demonstrable success in closing indirect partner deals.
• Ability to manage partnerships and facilitate collaboration across teams.
• Strong problem-solving skills with a focus on achieving business goals.

Responsibilities

• Manage and grow partnerships with key sellers to achieve revenue goals.
• Conduct regular business reviews to drive accountability.
• Assist partners in strategizing for differentiated market positioning.
• Support partners in their readiness to become autonomous cloud solution sellers.

Skills

Software sales experience

Organization management skills

Sales forecasting

SAP or Concur knowledge

Job description

We help the world run better

At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

We are seeking a Partner Management Expert, who will be responsible for revenue generation through permanently assigned seller partners, achieving desired revenue and profitability objectives for both partner and SAP Concur. Act as a strategic thought leader and orchestrator of the Seller partner relationship end-to-end, including key engagement activities with all stakeholders. One face proxy to actively managed partners across the entire partner lifecycle, with the goal of growing the partner’s SAP’s business and investment into their SAP practice across the SAP solution portfolio.

Core tasks may include:

• Ensuring exceptional partner experience through all partner engagements with SAP.
• Conducting a disciplined joint business planning process to expand the partner’s business with SAP, including a multi‑year mid‑term focused development plan, including regular business reviews to drive accountability.
• Assisting partner in building transformational plans to differentiate themselves in the market and maximize creating customer lifetime value.
• Evangelizing SAP Concur opportunities (i.e. upsell to existing clients for partner with new Concur product) in financial terms including potential revenue, required partner investment, break‑even, and return on investment to gain partner adoption, mainly focusing on extending the partner's sweet spot.
• Coordinating joint marketing and business development efforts with partner, including effective partner‑led demand generation tactics.
• Focusing on partner readiness; supporting partner with becoming a self‑sufficient, autonomous cloud solution Seller.
• Identifying areas of improvement on observed competency gaps of managed partner(s) and proactively developing cloud‑ready partner capabilities including presales, sales and post sales, with the right‑fit partner delivery capacity. Acting as enablement & bringing in experts when required.
• Leveraging the ecosystem to provide thought leadership into the market to showcase the SAP Concur difference and grow SAP Concur's competitive advantage.
• Acting as a conduit between the SAP Concur sales teams & SAP / Concur Partner Success Teams with regards to pricing, required re‑sell documentation e.g. Proof of Service etc.
• Managing Partner and salespeople, defining deliverables and providing definitive advice and interpretation of situations.
• Ensuring business critical results – this role will be responsible for minimum 10% closed‑won revenue of SMB‑EMEA (target TBD).
• Ensuring that pipeline goals and milestones are met and joins monthly pipeline meetings with internal stakeholders.
• Managing escalation appropriately, both pre‑ and post‑sale.
• Tracking single partner results, i.e. is each partner delivering?
• Identifying new key partners and onboarding.
• Building strategic partnerships with key decision makers in customer & partner organisation; it is imperative to have relationships with Concur and SAP employees, particularly SAP PBM’s.
• May include team lead or supervisory responsibilities.
• Providing monthly status and updates of implementation of sell deals on email to all sales stakeholders.
• Acting as enablement and SDR ‘teacher’ for BDR’s in partner team and Concur team.
• Working on deals with sales people so support to close.
• Working with SAP Concur Partner Marketing team to plan and execute joint marketing initiatives.

Accountability:

Managing Partner and salespeople, defining deliverables and providing definitive advice and interpretation of situations.

Ensuring business critical results – this role will be responsible for minimum 10% closed‑won revenue of SMB‑EMEA (target TBD).

Ensuring that pipeline goals and milestones are met and joins monthly pipeline meetings with internal stakeholders.

Managing escalation appropriately, both pre‑ and post‑sale.

Tracking single partner results, i.e. is each partner delivering?

Identifying new key partners and onboarding.

Building strategic partnerships with key decision makers in customer & partner organisation, it is imperative to have relationship with Concur and SAP employees, particularly SAP PBM’s.

May include team lead or supervisory responsibilities.

Experience:

• Sound professional experience, i.e. min 5 years software sales with track‑record of closing indirect partner deals.
• Deep knowledge & experience in organization management skills.
• SAP or Concur functional skill.
• Strong track‑record of sales forecasting.

Communication:

• Represent the company externally on specific subject matters.
• Finds common ground for functional cooperation.
• Communicates clear functional requirements and targets.
• Communicates messages related to area of expertise in a timely manner and with constructive feedback to colleagues & managers.
• Build relationship with global partner team.

Other notes:

This role is reporting the Concur UKI Managing Director; should the reporting line change at any point in the future, this person would remain with a strong dotted line to the MD and need to continue communication and instruction.

This role is based from our Feltham office, and we are looking for someone with a flexible diary as partner work often means leaving for work before 9am and attending evening events. It is expected you may be in the office/on the road 3 days a week and this may be inclusive of evenings.

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.

We win with inclusion

SAP’s culture of inclusion, focus on health and well‑being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: [e-mail].

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 443356 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Job Segment: Marketing Manager, Cloud, ERP, Software Sales, SAP, Marketing, Technology, Sales