Partner business manager - francophone africa - Casablanca

Partner business manager - francophone africa

07/06/2019 Casablanca


Requisition ID: 207081
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time
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The Market Unit PBM role is to increase SAP's Software Revenue through optimizing relationships with selected Global Strategic Service Partners. This is a key component of the GTM in the EMEA South Region
EMEA South has a significant GSSP Team, led by VP GSSP EMEA South, with PBMs in every geography. The mission is to ensure targeted Global partners generate new SW business to help SAP win in Intelligent Enterprise, Digital Transformation, CX, Move , Cloud and S/4HANA.
He/She Ensures optimum and collaborative engagement between key selected Global partners and the local SAP Organization including MD, Sales, Marketing, DBS, Industry AEs, LoBs.
He/She directly contributes to Market Unit business and revenue achievement developing initiatives with these partners that create incremental opportunities and revenue.
He/She acts as an SAP ambassador ensuring optimal and mutual business benefit derived from partner relationships, often through dialogue with Managing Partner level execs in major partners.
Market Unit PBM will focus activities on a set of GSSP and local partners able to influence customer decisions during the sales cycle and in particular on in Intelligent Enterprise, Digital Transformation, CX, Move , Cloud and S/4HANA.
He/she will work in close cooperation with SAP Regional PBMs for the same partners.
These partners include Accenture, Atos, Deloitte, EY, IBM, PWC, Indra, NTT and others.
The Market Unit PBM will :
Create and execute a coherent GSSP plan for the MU, agreed with MD, COO and Sales directors to support the MU GTM.
Encourage and grow existing GSSP activities in the Francophone region (currently Atos, EY, Bearing Point) as well as establishing new ones where possible ( e.g. Deloitte, Accenture, PwC)
ensure partners are enabled on how to position and deliver SAP in Intelligent Enterprise, Digital Transformation, CX, Move , Cloud and S/4HANA.
will work with partners to define and build Business initiatives that will create uniqueness and incremental opportunities for SAP.
secure Partner participation and funding of lead generation events.
secure an engagement model within Partner and SAP to secure the business opportunities including establishing governance.
Establish Training and enablement plans for the GSSPs so that they rapidly build SAP Consulting resources in the region
Market Unit PBM may have some local partners as part of their portfolio
The criteria of the role
Creation of coherent MU partner plans with senior partner execs,
Persuading partners to invest heavily in growing SAP consulting resources
Driving new partner sales activities in NNN, S4, CX, Cloud, MOVE
Creation and execution of unique industry partner propositions
Large scale joint account planning and opportunity support with SAP AEs and partner client-facing people
Delivery of significant enablement activities for the partners
Management of partner demand generation activities including maximizing partner marketing spend on SAP activities
Based in Casablanca, Morocco but traveling regularly to all Francophone countries, especially those highlighted in the MU GTM - Algeria, Ivory Coast
Trusted by SAP AEs


Achievement of Joint Partner Revenue coming from local and regional initiatives driven by Partners including On-Premise and Cloud Subscription (ACV) 
Initiatives where partner is involved to build custom app/ extension/ integration
Demand generation activities and funding from Partners
Joint Partner Revenue on D/NNN
A number of initiatives rolled out creating Incremental Revenue.
VAR revenue through partners, local and global


Bachelor´s or Master Degree
6+ years in Considered Market Unit in IT industry.
Proven strong relationships with Key partners including Accenture, Deloitte, IBM, Capgemini, PWC, EY ......
AE managing top accounts or consulting experience ideally at SAP or from one of Top Consulting Companies.
Strong leadership, business development and project management skills in a matrix organization
High level of integrity and ethical approach to doing business.
Fluent level of English, French


The Market Unit PBM reports to the VP Alliances EMEA South where he/she will benefit from established practices, regional support and help in building the MU GSSP activity. The PBM is dotted lined to the MU COO
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