Channel Sales Executive - SAP

PURPOSE AND OBJECTIVES

Manage and Grow Channel Partner Ecosystem for all SAP Product portfolio in line with Country growth aspirations, and to achieve optimum Market coverage and Partner Capacity & Productivity goals.



This is a Senior position within the Country Indirect Channel organisation, requiring the individual to draw upon personal experience, deep market & business knowledge to build credibility and trust between SAP and Channel Partner stakeholders.



EXPECTATIONS AND TASKS

1. Channel Recruitment - Grow Channel Partner Ecosystem:

* Territory/Partner Mapping to identify and Target White Spaces.

* Articulate SAP Channel Partner Value Proposition to Partner C Level executives.

* Articulate Understanding of Channel Business from a partner perspective and advise Channel Partners on strategies for Partner Profitability.



2. Channel Capacity & Productivity Management:

* Analyse & manage Channel Sales Capacity to meet sales coverage and revenue growth requirements.

* Analyse Channel Sales Productivity to determine Channel Performance and Capacity Increase Opportunities.



3. Channel Enablement:

* Prepare & Manage a comprehensive Channel Development & Enablement strategy.

* Leverage Hub resources & APJ/Global Enablement Programs to develop Partner Sales & Implementation Capability in specific product/solution areas.



4. Channel Performance Management & Conflict Management:

* Monitor Channel Performance and recommend Channel Partner termination where warranted.

* Help the Indirect Sales organisation in country work with Channel Partners in harmonious, collaborative environment, and in compliance with Global COP guidelines.

* Help manage inter-Channel Partner Conflict, through implementation & supervision of transparent, lead registration & account management policies & systems.

* Implement improvements in interactions between Channel Partners and other SAP LOB’s to ensure Channel Partners remain focused on Channel Partner business.

* Take responsibility for overseeing and supporting annual Partner Business Planning and formal Quarterly Business Reviews with all Partners., which will be led by country Indirect Channel management resources/CSM’s as appropriate.



WORK EXPERIENCE

* Minimum 10 years relevant Business experience, preferably in a regional role.

* Experience of working in a Channel business would be a distinct advantage.

* Previous IT Sales & Sales Team management background will be an advantage.

* Experience in building a Channel Partner ecosystem from scratch in a country/regional role.

Job Details

Date Posted:	2014-01-22
Job Location:	Riyadh, Saudi Arabia
Job Role:	Other
Company Industry:	Sales

Preferred Candidate

Career Level:

Mid Career

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Date Posted: January 22, 2014 at 07:00AM

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Channel Sales Executive - SAP