Channel Sales Manager - West Africa Job at SAP - Nigeria

[Jobrib]

Job Title: Channel Sales Manager – West Africa

Job ID: 4982545

Organisation: SAP – Nigeria

Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.

PURPOSE AND OBJECTIVES

The primary purpose of the CSM is to develop and to enable the business of assigned "Gold" and "Silver" level partners (help partners to extend to their fullest business potential, applying a mid-/longterm view, drive development of new business areas for partners e.g., broaden industry & solution coverage, adopt new vertical/geographic market segments etc.) and support these partners in closing large and/or complex SW deals within his/her assigned territory.

The CSM's day to day activities include supporting channels to develop and execute business & marketing plans, leverage their strengths and provide support on areas of development, interfacing strongly with the Partner-Service Delivery, Partner Support Centre and Inside Sales Executives and other relevant internal teams as well as to assist parnters on identification, qualification, development and closing of opportunities in his/her territory.

EXPECTATIONS AND TASKS

Channel Territory / Business Planning :

Supports the Channel Director, the TSM and the entire territory team in channel territory planning process by

•Providing insight on channel partner coverage and capabilities (in particular: partners' performance and potential level based on existing transactional criteria and tools), white spaces in channel partner coverage (as input to Channel Recruiters)

•Helps channel partners to analyze and leverage business potential allocated in the territory using available processes and best practices; ensures partners become self-sufficient in this.

•Creates, monitors, reviews and executes business & marketing plans together with the assigned partners using standard tools and templates. Responsible for partner pipeline management, coverage and reporting (quality, quota pipeline coverage etc.)

•Assists partners by providing/facilitating local industry expertise within territory

Partner Development & Relationship management:

•Works with partners in order to improve their business performance in all relevant dimensions, linking into the entire value chain (e.g. Solution Qualification, Marketing programs, sales promotions, Pipeline management, Sales Readiness & -Performance, Financial performance, PartnerEdge Status, Partner Support Organizations, Partner Solutions etc.)

•Identifies opportunities to establish new business areas for the partner and works towards establishing these (e.g. new lines of business, ecosystem for the partner, partner solution validation etc.

•Monitors overall partner's performance including partner satisfaction and develops action plans to correct as necessary.

•Ability to effectively communicate SAP support strategy to partners to ensure partners understand the services value proposition as well as requirements and obligations

•Drive partner readiness to deliver service and support

•Coordinate actions with Partner Service Delivery where appropriate

•Identify and action potential maintenance at risk cases

•Keep the SAP Partner Services Team informed about partners service/support requirements, recommendations and other general service/support related feedback.

Channel Partner Enablement:

•Provides continuous individual communication to partners assigned, covering all relevant initiatives and programs (campaign execution, tools, products, price-changes, etc. towards the

partner and ensures execution.

•Facilitates all development and enablement activities within the Partner, covering all relevant areas (Sales, Service, Maintenance, Training&Education...) working together with all necessary subject matter experts.

•Leverages the SME Solutions Center to drive Partners adoption of new solutions

Channel Pipeline Generation & Channel Sales Management:

•Supports partner sales in order to achieve targets in harmony with other channels. Manages the partner in such a way that the hybrid approach is successful in the SME segment.

•Responsible for SW license (indirect) revenue and net new name quota achievement within his/her SME Territory

•Supports partner-led SW license sales activities to territory accounts

-Runs in conjunction with partners solution sales brieifings and events

-Provides coaching to partner sales reps in the field to shorten sales process and improve win rate in order to achieve real volume business

-Drive adoption of Value selling within partner sales organisations

-Drive adoption of SAP Forecasting process

-Assists partners to interact with prospects in large or complex SW deals in order to position the value of SAP & Partner Solutions and Services as supported by ROI, business case development, references, and supporting analyst data

-Where appropriate and needed , identifies and coordinates SAP and other partner resources in related areas during the sales cycle (Such as field services, support, Value Engineering,

Industry Principals, IBUs, etc.) to successfully enable partners to close deals in the shortest time/cost possible

-Complements partner sales activities on large and strategic deals by customer face to face activity

-Escalation of critical deals/customer issues to Channel Director

-Provides accurate forecasting based on partner pipeline

•Coordinates demand generation activities of SAP and partners to ensure healthy pipeline in order to achieve 3X unweighted coverage of SW license revenue target)

•Works with partners and SAP-resources to prospect new companies as potential customers of SAP & Partner solutions

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

•Bachelor equivalent: yes

•Master equivalent: yes

WORK EXPERIENCE

•Minimum 5 years experience in channel business (Sales, Marketing, Business Dev. or other)

•Understanding the principles of solution selling through Partners

•Knowing or having successful experience in multi channel go to market models

•Ability to articulate and position SAP SME Solutions Value Proposition along with Partner ROI at CxO level

•Knowledge and understanding of Channel dynamics

•Knowledge of ERP and/or Business Applications market

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