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Director, Market Development

Maidenhead, United Kingdom | SAP

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    General Management
    Product Development
  • Experience:
    5-7 years
    7-10 years
    10-12 years
    12-15 years
Job Description:
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This role is responsible for driving the global Sell strategy, planning and execution in collaboration with Business Development and other key stakeholders such as Sales Distribution, Marketing, Services, Operations and more.This leader will define and implement mutual goals and objectives and build awareness and support of overall strategic benefits of our Sell partners. Evangelizes company products in conjunction with recruiting key partnerships. Provides for financial analyses, long-range forecasting and analysis studies associated with potential partnerships. This role is tied to the results of the SVP, Global Business Development.


Build and execute the global Sell partner strategy with the other key stakeholders (Channel Marketing, Sales, Operations, etc.)

Will be expected to Heat map and Assess current resell partner coverage and opportunity. Will use this to determine if we have the right quantity and quality of Resellers;. Provide coverage mapping, identify gaps, establish recruitment targets.

Team with the key stakeholders to provide strategic inputs on the partner program as it relates to driving the Sell business.

Utilize data to inform and drive decision making

Lead a team of Global Business Development Managers that manage SAP Concur’s Sell Partnerships

Team with the Partner theatre leaders to understand local dynamics/include their inputs, plus execute the global Sell strategy with/through the theaters.

Effectively use data to recognize trends and anticipate challenges in the Sell partner ecosystem.

Represent the business to the senior leadership teams across channel, sales and product management from the product segment perspective.

Provide strategy, analysis, support, ideas and guidance to regional geography channel leadership teams.

Provide insight and requirements to business partner enablement team to coordinate on priorities, plans and execution.

Identify key metrics and monitors ongoing program performance, making adjustments as necessary.

Provides periodic updates on program performance to executive staff, including analysis of performance and recommendations of changes as necessary.

Assesses partner sales, technical proficiency and readiness to execute against SAP Concur Sell strategy on an ongoing basis.

Collaborates with product/channel marketing and regional stakeholders to design, develop and implement cloud go to market initiatives. Accurately sizes and requests budget as necessary to support such initiatives. Monitors progress and reports out quarterly in terms of execution status and ROI.


Minimum of 12 years work with channel resellers, telcos, marketplaces, SI, and other partners

Minimum 12 years of direct and channel selling experience to large enterprises & smb (relevant software industry experience) customers

Experience managing complex integration with Resell, Telco, SI, Marketplace along with other types Partners

Experience building Global Resell, Telco, SI, Marketplace along with other types Partners strategy and execution.

Experience designing and building strategic Resell, Telco, SI, Marketplace along with other types Partnerships that can generate sales revenue via the global partner ecosystem

Experience building strategy + supporting organizations to sell smb (including bundled solutions) & enterprise software solutions

Ability to grow and scale upward with the company

Very comfortable in the “C” suite with a track record of negotiating cloud consumption transactions

Experience using data to drive decision making along with reporting and running the business

Strong executive presence and polish with the ability to negotiate at the executive level

Bachelor’s degree preferred and an MBA is a plus

Track record of success and knowledge with prospects and customers in the defined area of expertise

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