SAP ISBN Partner Business Manager (f/m/d)
Vienna, AT
vor 6 Tg.

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The SAP ISBN Partner Business Manager role is a partner alliance leader with executive presence that is skilled at influencing internal stakeholders and partner leadership, as well as executing the Partner Business Management Strategy across all revenue segments to drive both ecosystem indirect and partner sourced (PSO) revenue.

The candidate should be capable of communicating the SAP ISBN Partner strategy that best leverages the partner ecosystem to drive market and sales cycle influence and to drive incremental pipeline and bookings.

This requires providing DG / Marketing guidance, an eye for ensuring Partner Innovation is utilised effectively (whether through Service, Extension or Solution capability) as well as leveraging the ecosystem to provide thought leadership into the Market to showcase the SAP difference.


  • Builds and manages strategic relationships between SAP ISBN partners and SAP ISBN Regional / MU sales, marketing & services leadership teams
  • Understands overall partner capabilities / expertise and advises account teams to best influence the market and sales cycles (leveraging PRM, Partner Heat Map, Scorecards)
  • Owns partner scorecard, leads partner QBRs (w / support from PDMs and Partner Readiness) and administers annual partner award selection
  • Accountable for driving Delivery & Sales Enablement / Ariba Value Propositioning w / partners (leveraging other sales teams as required)
  • Collaborate with SAP PES PBMs, Recruit and Manage teams
  • Collaborate with SAP PES Sales and Marketing to increase partner generated indirect and PSO pipeline with heavy focus on utilising existing sales plays and creation of new ecosystem campaigns
  • Participates in Global Sales Enablement training to maintain their own knowledge of ISBN workstreams
  • KPIs

  • Regional / partner PSO target and drive of minimum 4X pipeline through each Partner
  • Regional / partner resell target and drive of minimum 4X pipeline through each Partner
  • CCFlex adoption
  • Partner Services Capacity Increase / Certifications
  • Innovation / Extensions Delivered
  • Event / Marketing Sponsorship
  • Renewal Rate and Churn Management for Indirect Deals

  • Experience working with SAP ISBN or Source to Pay solutions
  • Previous experience working with or for Procurement Consultancies / Partners
  • Demonstrable understanding of business development, demand generation and pipeline development
  • Experience developing and presenting clear and concise strategy through strong verbal and written communication skills
  • Ability to present and evangelise the SAP Ariba strategy to internal and external audiences
  • English Business Professional is mandatory

    We build breakthroughs together

    SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

    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 and more equitable world.

    SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and / or mental disabilities.

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    For SAP employees : Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy .

    Specific conditions may apply for roles in Vocational Training.

    EOE AA M / F / Vet / Disability :

    Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

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

    Requisition ID : 344229 Work Area : Sales Expected Travel : 0 - 10% Career Status : Professional Employment Type : Regular Full Time Additional Locations : #LI-Hybrid.

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