Global Business Development Sr. Specialist/ Expert (f/m/d), Strategic Partnerships - (Oracle) Job

Global Business Development Sr. Specialist/ Expert (f/m/d), Strategic Partnerships - (Oracle) Job Apply now » Apply now Start apply with LinkedIn Start apply with Xing Apply Now Start Please wait... Date: Feb 15, 2020 City: Walldorf, BW, DE Company: SAP Requisition ID: 236041 Work Area: Sales Location: Walldorf Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Recruiter: Robin de Mos COMPANY DESCRIPTION   SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives. POSITION AND CANDIDATE SPECIFICATION Do you demand the best from your professional career? Are you inspired by excellence? At SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better. COMPANY AND ORGANIZATION SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. The Global Technology Partner team is responsible for driving Board-sponsored strategic partnerships. The team engages with all SAP Board areas to prioritize and optimize partnerships that will enable SAP to pursue significant market opportunities. The group’s work is essential to SAP’s ability to deliver end-to-end solutions to customers, expand routes to market, drive adoption of SAP’s platforms, and accelerate growth of SAP solutions. The Global Strategic Services Partner team embodies the entrepreneurial energy, responsive clockspeed, and opportunism of a start-up environment with the breadth, network, and resources of a leading global organization. POSITION SUMMARY The Global Business Development Expert, Strategic Partnerships is responsible for driving SAP’s relationship with several of the company’s global and most strategic partners (Oracle, Atos Bull, nVidia, Nutanix) to deliver market impact and support the long-term growth of SAP. This role will lead the transformation of existing strategic partnership initiatives to drive the SAP strategy and vision. This is a highly visible role that will interact directly with the executive level at Partners and will engage with a broad variety of Board-level and executive-level stakeholders inside SAP. Overall responsibilities inlude, but are not limited to: Orchestrate the certification, benchmarking, and sizing efforts to assure SAP customers have a plurality and diversity of partner HW platform architectures and offerings. Foster development, adoption, and deployment of joint technology and explore opportunities for new solutions for new and existing markets; Establish enhanced sales and marketing efforts to advance the use of joint technology for the benefit of shared customers and Engage in ongoing engineering collaboration on existing and new topics; enable Oracle, Atos Bull, nVidia, Nutanix to test and evaluate SAP Software. KEY RESPONSIBILITIES Executive Presence & Compliance . Ability to represent SAP as a senior executive and ambassador governing key legal agreements that exist between Oracle, Atos Bull, nVidia, Nutanix and SAP, including a Global Technology Partnership Agreement. New Business Development . Bridge the divide between advanced technology and marketplace business needs that covers the following pillars: Certification, Benchmarking, and Sizing – working with SAP engineering teams and SAP GTP Partners, establish certification, benchmarking, and sizing milestones to assure SAP customers have a plurality and diversity of deployment options for SAP’s suite of enterprise platform software and applications. Co-Development – working with SAP engineering teams, identify opportunities to exploit Oracle, Atos Bull, nVidia, Nutanix’s leading technologies to boost SAP’s platform technologies that underpin our enterprise applications, including: real-time in-memory computing; streaming analytics; blockchain; augmented and virtual reality; machine learning & artificial inteligence; internet of things; security; and big-data analytics. Co-Innovation – working with SAP Line of Business Applications and SAP GTP Partners (Oracle, Atos Bull, nVidia, Nutanix OEMs), identify use-cases and establish reference customers that high-light the unique benefits of partner solutions co-mingled and integrated with SAP solutions, to create a non-preemptable competitive advantage. GTM – Working with yopur partners & SAP Marketing and field effectiveness teams, build and manage a comprehensive plan that addresses: Joint field and go-to-market enablement High-profile customer events SAPPHIRE NOW SAO NOW Oracle, Atos Bull, nVidia, Nutanixligent Enterprise Tour or equivalent SAP TechEd SAP Advisory Councils Direct SAP Field Engagement SAP Move SAP Programs and Plays Communications – Orchestrate a series on internal and external communications to drive acadence of awareness and education of the merits of the partnership. Partnership Governance . Manage SAP’s overall corporate relationship with Oracle, Atos Bull, nVidia, Nutanix. Plan and manage the strategic partnership to foster executive alignment, execution, and achievement of planned business outcomes. Deliver executive reports and presentations on a quarterly basis (QBRs). Create strategic business plan for partnership to enhance mutual value and impact. Facilitate top-to-top meetings and ensure effective preparation, briefing, alignment, and execution for key executive meetings and Board updates. Manage partner escalations and drive issue resolution. Operate with a “One SAP” approach across the broader SAP organization to ensure effective and coherent partner engagement across Board areas, geographies, and business/ market segments. Best Practice Champion . Serve as a collaborative luminary for raising SAP’s strategic partner management capabilities across the company’s other strategic relationships, proactively sharing best practices and mentoring/advising other partner managers. Openly embrace and capitalize on the winning practices of others to drive continuous improvement. Identify and, as appropriate, spearhead enhancements to SAP’s partner management processes and structures. IDEAL EXPERIENCE C-level/executive-level engagement experiences preferred. Strong executive presence with excellent analytic, written and verbal communication skills – ability to individually contribute as well as influence & orchestrate non-direct reporting stakeholders. Demonstrated capacity for operating globally, having driven significant business results in multiple geographies and/or achieved success in a senior role with global scope. Experience and relationships at senior levels within the enterprise solutions ecosystem – system integrators, technology vendors, ISVs preferred Successful track record negotiating large-scale, complex business agreements and transactions. Experience structuring and engaging in multiple partnering models (e.g., co-selling, value-added reselling, OEM). Experience working with technical engineering professionals on topics covering a wide range of digital transfortaion platform technologies and enterprise applications. Bachelor’s degree required; MBA or advanced degree preferred. CRITICAL COMPETENCIES Collaboration/EQ . Demonstrates capacity to engender trust and effectively collaborate with SAP and partner colleagues at all levels, from SAP Board, senior executives, account teams, and individual contributors. A diplomatic, natural networker who builds positive, enduring relationships and helps bridge diverse perspectives. Thinks and acts “win-win” when relating to others and demonstrates effectiveness in aligning and orchestrating interests to achieve results. Shows good judgment regarding where and when to compromise. Industry expertise . Knowledgeable of relevant market, competitive, and technology trends influencing the enterprise solutions industry. Applies well-informed point of view to identify new business opportunities, address partnership dynamics, and shape innovative yet pragmatic business plans that drive tangible market impact. Creative problem solving. Adept at diagnosing problems and issues, identifying root causes, and determining creative yet practical ways to address them. Willing and able to consider different points of view and engage directly in the problem-solving process vs delegating to others. Able to make decisions promptly, thoughtfully, and confidently in highly ambiguous situations. Executive Communication . Highly effective written and oral communication skills. Communicates complex topics simply but without losing important nuance and meaning. Focuses on central issues and has a command of specifics without being overly detailed. Understands how to frame messages in a compelling way for a target audience, and articulates these messages credibly, powerfully, and with confidence. Strategic program leadership . Demonstrated ability to structure and manage cross-organizational business initiatives and drive change. Thinks big picture but able to roll up sleeves and deliver. Sets and manages clear expectations by defining concrete objectives, deliverables, and action plans. Employs clear methods for closed-loop management and holds others accountable for delivering on time with quality. Shows appropriate attention to detail with diligent, tenacious follow-through. Flexible and comfortable with ambiguity, but strives to bring structure and discipline to ad-hoc work efforts. Learning agility . Shows capacity to adapt, master new topics/behaviors, and continuously improve. Committed to learning constantly—a quick study who is curious and observant. Eager to take on new challenges; brings a positive attitude and is resilient to setbacks. Demonstrated ability to take on new assignments in diverse business areas, ramp quickly, and accomplish significant business results. High-clock speed responsiveness . Operates with a sense of urgency. Brings an awareness of and sensitivity to field concerns and perspectives. Artfully brings “7x24” responsiveness while maintaining personal balance. OTHER PERSONAL ATTRIBUTES Possesses the gravitas and executive presence to work comfortably and credibly in the highest levels of SAP and Oracle, Atos Bull, nVidia, Nutanix organizations. Proactive and entrepreneurial leadership; someone who instinctively knows what needs to be done and rallies colleagues to get things accomplished. Growth-oriented, assertive and action-oriented, yet a team player who seeks and acts on input from others. Passionate about driving significant business impact; ambitious and strives to raise the bar continually. Upbeat, positive, transparent, and engaging with a natural skill for developing professional relationships. A sharp, rigorous thinker who can operate successfully among bright, progressive, and charismatic people. Operates with high integrity and credibility in the eyes of key individuals with whom s/he will work. WHAT YOU GET FROM US Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now. SAP'S DIVERSITY COMMITMENT To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Successful candidates might be required to undergo a background verification with an external vendor. Additional Locations: Job Segment: Business Development, ERP, Engineer, Developer, Sales, Technology, Engineering Apply now » Apply now Start apply with LinkedIn Start apply with Xing Apply Now Start Please wait... 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