Business Management Specialist

• Understands the partner s tactical business goals, key KPIs which influence their business.
• Responsible for the holistic management and representation of the Partner to SAP and constant development of partner-led opportunities aligned to the L of LACE.
• Explains technology trends for influencing partner product strategy
• Develops and drives effective mutual annual business planning with partner to ensure proper planning and execution.
• Works with partner teams and SAP team (iPBM Lead, MU GPO Lead, MU Channel Head, Territory Managers, marketing & DDE teams) to develop a comprehensive annual Pipeline Development plan.
• Is able to identify when partner strategy or solution is in need of refresh and is able to introduce PBM at appropriate level in VAR to achieve such refresh.
• Holds partners accountable and highlight results and ROI on agreed initiatives, i.e. pipeline generated, deals closed, individuals trained etc
• Influences partner and SAP marketing to effectively utilize allocated marketing budget within partner or SAP and partner MDF.
• Must ensure that partner has delivery & support capacity to support revenue objectives. Orchestrates others such as PXD to ensure relevant enablement, certifications and similar are in place or proactively resolved.
• Aligns the partners to the ACE (Adopt, Consume & Expand) approach.