SAP - Is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact. This person is responsible for building a business in given geography, solution, and/or industry, including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management).
SAP is recruiting to fill the position of:
Title: Channel Sales Manager
Ref No: NG-58649212-EN-14-002 Location: Nigeria Expectations and Tasks
Solution/ Industry specialized Business Development:
Identifies market opportunity and coverage and delivery capacity gaps in the partner ecosystem relevant to his/her solution or industry specialization. Reviews resource allocation on a regular base and adjusts accordingly
Identifies potential partners to recruit to meet capacity requirements and builds business case to present partner value proposition (including economic value prop)
Responsible for creation, monitoring and review of Business Development activities around his/her solution or industry specialization area. Defines innovative approaches to respectively specialized Channel Build and executes either directly or via the team. Drives core strategies and actions to ensure KPI achievement
Generally will be focused on volume segment
Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)
The CSM also develops and executes partner demand generation plan to build partner pipeline partner competency plan to ensure partner resources are trained on the latest solution and sales content, partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies presales coaching plan for existing and new partners
Ensures Solution or Industry build plans are in place and KPIs are met. Develops action plans to correct as necessary
Drives business / territory plan for his specialization area(s) under his supervision on a regular base for mid-term and quarterly perspective Solution / Industry specialized Partner Sales Support
Gets involved into transactional sales support in key deals in his area(s) of solution / industry expertise at AE's request, and/or may potentially be based on a partner's initiative
Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution
Provides forecast by partners with regards to his solution / industry specialization to the country and regional sales management. Ensures forecast and pipeline accuracy
Escalates critical deals in his area of solution / industry expertise in a proactive and professional manner Solution / Industry specialized Channel Pipeline Generation
Coordinates solution / industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization
Works with Partners and Indirect Channel Management to prospect new companies as potential customers around his area of solution specialization / industry focus.
Qualifications and Experience
University degree, preferably in Computer Science, Engineering or Management
Understanding the principles of solution selling through Partners
Ability to articulate and position E&C Value Proposition along with Partner ROI at CxO level
Knowledge and understanding of Partner Dynamics
Knowledge of Solution Portfolio and relevant markets
Excellent written and oral English communication skills.
Minimum 5-8 years of experience in Sales
Knowing or having successful experience in multi channel go to market models
Experience in negotiating with Customer's within SME market
Proven track record in target achievement.
Application Closing Date
Not Stated.
Method of Application
Interested and qualified candidates should: Click here to apply online