SAP Alliance Director

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Job Description

Overview

The Director of SAP Alliance is responsible for managing and leading the overall relationship with SAP SE. Responsible for owning, developing, and leading the end-to-end strategic partnership between SUSE and SAP SE globally. You will be accountable for defining the multi-year joint business plan, driving significant revenue growth through "sell with" and "sell through" motions, and leading a cross-functional virtual team to ensure highly integrated execution across both companies and the broader ecosystem.

Key Responsibilities

Strategy & Governance

• Strategic Planning - Define and lead the overall alliance strategy and business plan for the SAP partnership, ensuring alignment with SUSE's corporate goals and sales targets

• Executive Relationship Management - Establish and cultivate long-term strategic relationships with key senior stakeholders and leadership across SAP SE's product development, various lines of business, and executive ranks.

• Ecosystem Management - Lead, develop roadmap and manage the SAP Partner Ecosystem use cases across relevant Buying Programs, aligning with internal stakeholders and delivery teams.

• Program Compliance - Oversee compliance with SAP's partner program requirements, managing contracts, ensuring partner status is maintained (SAP Technology Partner), and tracking all associated administrative and reporting requirements.

• Financial Oversight - Manage the alliance budget, monitor and report on key performance indicators (KPIs) such as pipeline, influenced revenue, and overall return on investment (ROI).

• Risk & Issue Resolution - Act as the primary escalation point to resolve customer and partner problems and participate in important negotiations.

• Thought Leadership - Build domain expertise in SAP Partner Ecosystem and SAP market trends and best practice for successful GTM with Partners and Customers.

  • Strong services background and understanding of how service / solution focused partners go to market as well as transaction options / preferences.

  • Serve as a primary point of contact for the SAP Partner Ecosystem GTM and SAP Partner use cases across relevant Buying Programs, orchestrating internal SUSE resources and acting as an Ecosystem advocate to resolve highly complex technical and business challenges.

GTM & Sales Execution

• GTM Leadership - Design, implement, and measure joint sales strategies and GTM programs to rapidly scale the business, focusing on both "sell with" and "sell through" motions.

• Business Development - Drive new business and co-innovation to accelerate growth, focusing on strategic lighthouse projects and the strategic growth of the SUSE product portfolio.

• Sales Accountability - Own the joint sales pipeline (including accurate forecasting and regular tool updates), manage all account planning, and be directly accountable for achieving quarterly and annual revenue quotas/margins.

• Deal Support - Apply consultative-selling techniques, focusing on strategic deals, and provide direct support to sales teams to help them close key/difficult account opportunities.

• Ecosystem Management - Build and manage relationships with the broader ecosystem, including Global System Integrators (GSIs) and other partners, to promote three-way partnering and develop joint scalable solutions.

  • Identify opportunities for partner advocacy and capture success stories that can be leveraged across the SUSE GTM ecosystem, showing a developing ability to innovate within your role.

  • Maintain accurate and up-to-date records of adoption and growth for SAP Partner use cases across the Buying Programs, and GTM Ecosystem success plan progress in CRM and other relevant systems, demonstrating proficient execution and a drive for results.

Leadership & Enablement

• Virtual Team Leadership - Lead the SUSE/SAP Virtual Team (comprising sales, product, marketing, and engineering) to ensure alignment with joint strategic direction, sales plays, and focus areas for growth.

• Partner Investment Guidance - Guide SAP's investment in SUSE's technologies, solutions, skills, and GTM programs.

• Ecosystem Guidance & Enablement - Contribute to the development of GTM Ecosystem success best practices, tools, and methodologies within the team, potentially mentoring junior team members and sharing your expertise.

  • Experience in working with or defining influence programs for ISVs, SIs is beneficial.

• Talent Development - Coach and support the performance of individual contributors and the overall team, contributing to the growth and development of alliance and GTM talent.

• Internal Alignment - Build and manage strong internal executive relationships across SUSE (Product, Legal, Operations, etc.) and with other SUSE alliance leaders to ensure fully integrated execution.

• Thought Leadership - Provide external leadership to the industry and press, and drive thought leadership by directing the customer's application of technology to new business problems.

Job

What We Offer 

We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.  

SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind. 

This is a compelling opportunity for the right person to join us as we continue to scale and prosper.   

If you're a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now  

We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.   

Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.

SUSE Values 

• Choice

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