SAP Strategic Alliances

ROLE Overview

SAP Strategic Alliances Director has a leading role to work with a matrix team to support ESI sales growth in Germany and the MEE region through the enhanced partnership with SAP.

Develops alliances sales strategy, identifies key alliance programs and works with a matrix team to produce significant impact on sales to prospects who currently work with SAP.  

Evaluates program trends and provides analysis and recommendations to management.

Works toward mutual goals, strategies, and objectives to build awareness and support of overall strategic benefits of enhanced partnership with SAP in the assigned regions.

Provides for financial analyses, long-range forecasting and analysis studies associated with SAP enhanced partnership

Monitors programs to assess the sales impact of the solution(s) in the markets and the overall success of the SAP strategic alliances. Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.

In this role of SAP Strategic Alliances Director

• Has the remit to lead a matrix team to conceive, develop, implement all the necessary activities to support ESI sales leadership to drive sales to prospects who currently work with SAP, generating rapid, scalable and profitable growth in the target region.
• Proactively develop and deliver assigned sales plan in Multinational Sales opportunities through driving opportunity, influence and leads to ADP cloud solution sales pursuit team.

• Partners and collaborates across Business, Product and Marketing Leadership and peer Alliance partners providing alignment to Field Sales, Marketing, Sales Operations, Sales Support and Operations. Driving actions, mutual initiatives, field activity and aligned sales strategies to promote and increase pipeline, opportunities, deal velocity and value.

• Oversee alliances support for key deals with SAP strategic alliances in the target region.  

KPIS will be defined and agreed, results will be measured by individual and team performance such as Alliances strategic connects, Partner leads, Pipeline activity and growth and Sales bookings through enhanced partnership with SAP.

RESPONSIBILITIES include & not limited to

1. Manage and execute on SAP Alliances Partner strategy in the assigned regions to deliver against the ESI alliance sales plan.

2. Identify, develop and maintain a strong network of partner key stakeholders that will become a key structure to facilitate and support growing sales activity as a result of partner alignment, trust and understanding of ADP’s cloud solutions.

3. Align closely with both ESI sales account owners and partner stakeholders to ensure ADP strategies are fully communicated, aligned and executed consistently to drive the very best in results through SAP enhanced partnership.

4. Lead and support the execution of marketing and opportunity identification programs and assist in creation of sales messaging deployment both through collateral and partner events.

5. Work with Product Sales and Business Consultancy education and coordination of training efforts for partner enablement and partner closely with our Business Consultancy organisation

6. Create and deploy industry knowledge and expertise within their geographic area of responsibility.

7. Report market information of the assigned regions to the sales and alliances leaderships regarding competitors’ efforts in the channel, pricing awareness, sales inhibitors, and successes in the field

8.  Lead and interface between Sales Management and other functional ADP groups (BC, products, operations, marketing, etc.) in the assigned regions.

9. Develop and drive ESI strategic alliances partners in sales process with Sales leadership through periodic business reviews.

10. Work closely with ESI sales and alliance leadership and Business owners on strategy and execution of SAP enhanced partnership in the assigned regions.

11. Communication: Provide regular progress update, KPIs, key actions and activities to ESI Sales and Alliances leadership.

11. Travel to different geographic areas if required to lead partner discussions and GTM activities in the assigned regions.

REPORTING RELATIONSHIPS

1A. Supervisors: VP of Global Alliances and Channels, ESI (Direct line), VP of Sales, SAP Pursuit, ESI  (Dotted line)

1. Supervision Received: General Direction

2. Supervisory Authority: Manage a matrix team, drive performance assessment.

 PROFILE

1. Education: Bachelor’s Degree in Marketing or Business Administration preferred.

2. Experience: 20+ experience in international field sales management experience or an alliance partnership management position in Germany and/or a wide geographic area. Previous business services and/or business software experience required.  Experience in SAP strategic alliances, HR Advisory / management consulting, complex HCM Sales a plus.

Has a solid understanding of business, financials, HCM products/services, and competitor landscape in the assigned regions.  Has partner network and executive connections with SAP and other strategic alliance partners in Germany.  Has experience in leading and managing a multi-cultural team with direct /indirect supervision.

3. Generic Skills: Excellent verbal, written communication and presentation skills are required.  Multilingualism is a plus. Conceptualize, negotiate and sell ideas internally and externally is essential.  Generate and implement concepts, ideas, and plans while functioning in a flexible, constantly changing environment is necessary. Must be a strong team leader and player.

Anticipates and understands client/account needs; articulates competitive advantage of product/services to provide solutions. Uses judgment, discretion and ingenuity to persuade clients to adopt a favourable view and decide to buy. Leverages internal and external relationships to ensure positive client experience to encourage additional business. Builds relationships with key external influencers.

LOCATION: Germany

AUTOMATIC DATA PROCESSING Employer Services International

JOB TITLE –SAP Strategic Alliances Director

BASIC FUNCTION

Lead and manage a matrix team to define, nurture, develop and implement an effective programme for SAP alliances in Germany and the MEE region.

Identify accounts and support sales to prospects who are currently with SAP by leveraging enhanced partnership with SAP

Working with ADP global cloud solutions and focused on ESI Headquartered organisations in the assigned regions.

ESSENTIAL RESPONSIBILITIES

1. Attain or exceed 100% of assigned individual and alliances team quotas.
2. Lead a matrix team to work with direct sales team members in the assigned regions

• Meet regularly with key stakeholders to determine if Business Plan goals are on target.
• Prepare a monthly situation report highlight key agreed KPIs
• Maintain a sense of urgency, an attention to detail regarding situations that affect new sales and client retention.

4. Collaborate with regional operation management and team when required to ensure quality sales and retention of clients. 
5.  Oversee and organize partner executive meetings in the assigned regions

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