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Thứ Hai, 17 tháng 2, 2014

NS2 Channel Sales Expert Job - SAP - United States

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Ref-Code: US-58303468-EN-14-001

Work area: Sales

Expected travel: 0% - 30%

Career status:

Employment type: Regular Full Time


COMPANY DESCRIPTION


SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.This person is a functional expert at building a business including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management). He or she performs all tasks below with the highest level of quality while also acting as a trusted advisor to team members and senior management.


EXPECTATIONS AND TASKS


Solution/ Industry specialized Business Development Leader in identifying market opportunity and coverage and delivery capacity gaps in the partner ecosystem relevant to his/her solution- or industry specialization. Triggers Indirect Channel Mgt (respective Partner Account Managers (PAM), Inside Partner Account Managers) to ensure that in case of any gaps appropriate resources will be brought in place in the light of territory potential, coverage needs and channel capacity & capability. Reviews resource allocation on a regular base and adjusts accordingly Identifies potential partners to recruit to meet capacity requirements and builds business case to present partner value proposition (including economic value prop) Has direct contact with key Partners and executives within the Partner and Alliance base to help drive strategic priorities and Channel Build activities Responsible for creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to respectively specialized Channel Build and executes either directly or via the team. Drives core strategies and actions to ensure KPI achievement Solution / Industry specialized Partner Sales Support Proactively covers in alignment with Indirect Channel Mgt (respective Partner Account Managers (PAM), Inside Partner Account Managers) relevant territory accounts with regards to his area of solution / industry expertise to generate opportunities with and for Partners Solution / Industry specialized Channel Pipeline Generation Coordinates solution / industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization Works with Partners to prospect new companies as potential customers around his area of solution specialization / industry focus


WORK EXPERIENCE


This person must have a minimum of five years' experience in managing US Federal IT Sales Channel Partners. The minimum posting period for this position is 14 business days. He or She must have a strong background in US Federal IT procurement processes and procedures and a proven track record of successful acquisitions through a variety of complex FAR based acquisitions. The preferred candidate will also currently hold a US TS/SCI Security Clearance.


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


U.S. Citizenship is required. Bachelors Degree is required.







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