Descripción de la oferta
OverviewSenior, highly visible role leading and scaling SAP’s strategic hyperscaler partnerships across EMEA (AWS, Microsoft, Google Cloud, IBM Technology). Responsible for maximizing business impact by aligning executive relationships, joint go‑to‑market strategies, and field execution across SAP’s solution portfolio, with a focus on RISE, Business Data Cloud (BDC), and AI. Owns the end‑to‑end partnership lifecycle from executive engagement to revenue execution, pipeline development, and long‑term transformation.Orchestrates multi‑party ecosystems with SAP, hyperscalers, and Global Strategic Service Partners (GSSPs) to enable three‑way engagements, align sales strategy, delivery models, and commercial structures, and enable scalable deal success across EMEA. Drives joint business planning and execution, defines target account strategies, leads demand generation, and ensures predictable pipeline growth and forecast accuracy. Collaborates with SAP Account Executives and hyperscaler partner teams on joint planning, deal qualification, and opportunity acceleration. Participates in forecast calls, QBRs, and executive governance to support SAP’s cloud growth objectives.Leads, enables, and inspires Market Unit Partner Business Managers (PBMs) across EMEA, providing strategic direction, coaching, and governance to ensure partner health and long‑term capability development. Evolves SAP’s hyperscaler engagement model to support future growth.ResponsibilitiesLead and scale SAP’s hyperscaler partnerships across EMEA, aligning executive relationships and joint go‑to‑market strategies with a focus on SAP’s full solution portfolio.Own end‑to‑end partnership lifecycle: executive engagement, strategic planning, revenue execution, pipeline development, and long‑term transformation.Act as SAP’s primary senior interface to hyperscaler leadership; engage with regional and local executives to define shared priorities and ensure SAP is positioned as a trusted strategic partner.Orchestrate complex ecosystems with SAP, hyperscalers, and Global Strategic Service Partners (GSSPs) to enable scalable, repeatable deal success across EMEA.Drive joint business planning and execution, shaping partner investment plans, target account strategies, and demand generation; ensure predictable pipeline growth and forecast accuracy.Collaborate with SAP Account Executives and hyperscaler teams on joint account planning, deal qualification, and opportunity acceleration.Position SAP’s Data and AI capabilities alongside hyperscaler offerings; collaborate with product, solution, and engineering teams to deliver differentiated value for customers and expanded partner roles in SAP‑led programs.Participate in forecast calls, quarterly business reviews, and executive governance to align hyperscaler engagement with SAP’s cloud growth objectives; prepare high‑level EMEA QBRs with SAP Presidents and hyperscaler peers.Provide strategic direction and governance to Market Unit PBMs; establish best practices in partner management, pipeline discipline, and ecosystem collaboration.QualificationsStrong partner and sales leadership experience at executive level across complex, matrixed organizations.Hands‑on experience with cloud ecosystems and hyperscalers; proven ability to translate partnerships into revenue and customer outcomes.Business development and analytical strength to identify win‑win scenarios, articulate partner business cases, and guide investments.Collaborative yet accountable; energized, creative, and growth‑minded.Background as an Account Executive or Field Leadership Sales Manager is strongly preferred.Strong understanding of software industry dynamics, cloud trends, and regional market realities.Business‑level English required; regular travel across EMEA expected.Where you belongBased in EMEA near a significant travel hub; work across market units and countries with hyperscalers, Global Strategic Service Partners, and SAP field teams. This strategic, field‑based role has high visibility to SAP EMEA leadership and external executive stakeholders.Legal and Diversity StatementsEqual Employment Opportunity and accessibility accommodations are provided to applicants with physical and/or mental disabilities. SAP is committed to inclusion and offers flexible working models and development opportunities. For information on AI usage in recruitment, please refer to SAP guidelines. Requisition ID: 450343 | Travel: 0–10% | Employment Type: Regular Full Time
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