Partner Development Manager, SAP

Job Description:

This position is responsible for development and execution of our global SAP Partner Ecosystem GTM strategy and supporting annual plans. This role is focused on driving business relationships at all levels of the SAP partner and sales organizations and leveraging these relationships for revenue growth within relevant global sales channels. The Partner Development Manager – SAP will collaborate on partner strategy and activities with our Global SAP Practice leadership and other executive, sales, marketing, product teams and other internal teams as required to execute on appropriate strategy, activities, and go-to-market plans. This role is accountable for driving ecosystem pipeline working in and with cross functional teams to achieve the annual net new revenue goal for the assigned Partner Ecosystem.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Drives partner business development strategy and activities with Partner globally in support of corporate revenue and strategy goals.

• Develops, cultivates, and leads Partner ecosystem relationships for partner and business-related activities that drive opportunities to meet annual Partner revenue target.

• Interacts with all levels of the Partner ecosystem (executive, solutions, partner, development, and sales) to maintain and grow existing partner relationships.

• Develops, fosters, and extends a network of relationships across the Partner Ecosystem.

• Supports Partner ecosystem channel planning and operational activities - partner strategy, market development, business planning, and forecasting with appropriate channel team.

• Executes the company's go-to-market plans related to Partner objectives and sales goals.

• Supports Partner Ecosystem annual account plan and provides quarterly updates for leadership.

• Collaborates with the Global Practice Channel Managers to drive awareness through the partner and sales ecosystems.

• Properly positions Partner solution messaging through the Partner Ecosystem customer channel.

• Supports and drives participation at industry and/or partner events (user groups, associations).

• Promotes the organization's solutions through the channel and generate additional product and services demand through trade shows, webcasts, demos, etc.

• Addresses industry groups through public speaking, presentation development and delivery, etc.

• Provides Partner support through social media venues that build market awareness.

• Provides support to Vertex global sales and channel teams activities.

• Develops and opens relationships with appropriate Ecosystem sales and channel leadership and teams.

• Provides subject matter expertise in pre-sales activities (either directly or indirectly with team resources) - participating on sales conference calls, meetings and in RFP processes.

• Promotes and supports Partner education internally, coordinating knowledge transfer, training, and facilitating Vertex operational readiness.

• Monitors Partner ecosystem to assess the sales impact of Vertex solution(s) in the marketplace and the overall success of the partner.

• Monitors competitor activity in the Partner Ecosystem and implements strategies to maintain account ownership and reduce competitor advancement.

• Provides mentorship to new and existing members across the partner program.

• Participates in projects and performs other duties as assigned.

• Occasional business travel may be required.

KNOWLEDGE, SKILLS AND ABILITIES:

• Deep working knowledge of SAP solution portfolio, SaaS, and tax technology applications (ERP, eCommerce, and procurement technologies).

• Ability and experience to operate effectively from individual contributor to senior management and C-executive levels internally and externally.

• Partner business plan formulation and execution experience.

• Ability to develop and execute annual partner go-to-market plans to achieve annual objectives and revenue quota for specific Partner ecosystem.

• Demonstrates leadership ability to work in a cross-functional go-to-market team environment

• Demonstrate team leadership and team building skills.

• Ability to coordinate/lead industry and/or partner special interest group meetings

• Strong market knowledge of the SAP ecosystem.

• Strong knowledge of partnering strategies with ability to communicate opportunities and value.

• Strong business acumen and execution skills, financially astute.

• Strong communication and presentation skills both written and verbal.

• Demonstrate ability to gain trust and credibility across Partner and Vertex organizations.

• Ability to succeed in a collaborative environment.

• Ability to build cases to gain organizational alignment for new Partner initiatives.

• Ability to manage high visibility or high impact projects simultaneously.

• Ability to work with minimal supervision.

• Ability to listen and understand information and communicate the same.

• Must possess strong interpersonal, organizational, presentation, facilitation and negotiation skills.

• Must be results oriented and customer focused.

• Self-motivated, accountable approach and a strong sense of teamwork.

• Takes initiative to drive/improve internal partner business processes for the betterment of the team.

• Ability to listen and understand information and communicate the same.

• Must possess good organizational skills.

• Must be results oriented, customer focused, and exhibit good interpersonal skills.

• Proficiency in Microsoft office packages.

• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail and operations of office machines, such as photocopier, scanner, and fax.

EDUCATION AND TRAINING:

• Bachelor’s Degree in Business required; MBA preferred.

• Ten (10) plus years of experience in partner management and/or sales or business development within a business software preferred.

• Or equivalent combination of education and/or experience.

Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.