We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
YOUR FUTURE ROLE
Alliances and Channels is one of the fastest growing and strategic functions at WalkMe. Given the priority on this function, WalkMe is looking for a Partner Management Expert (f/m/d) WalkMe to join our team. You'll work alongside an existing Regional Alliance Director and Pre-Sales head reporting to the Vice President, Alliances & Channels EMEA & MEE. Your main goal is to build strategic partnerships between WalkMe and large global systems integrators (GSSPs) to grow the pipeline and the Digital Adoption ecosystem. Your efforts will sit primarily with 4 GSSPs from a group that currently includes Accenture, Deloitte, KPMG, EY, IBM, PWC, Capgemini etc** as well as a number of regional SAP resellers. The focus will be on expanding our network in the MEE region (DACH and Eastern Europe).
** Any existing relationships with these partners in their local (MEE) T&O, HCM or SAP practices will be a significant advantage.
The key aspects of the Regional Alliance Director role include the following:
* Develop GSSP partnerships in region to use their platform to create opportunities with their clients that sit across SAP and non-SAP technologies
* Leverage existing relationships, and manage the approach and go-to-market plan with current and potential partners
* Build relationships with your counterparts in the SAP organisation who also have relationships with your GSSP partners to drive successful outcomes for all parties
* Structure WalkMe's A&C account plans for your partners in region and align internal resources to help you achieve your goals
* Provide sales enablement to your partners across all relevant disciplines
* Create plans to develop the partners' WalkMe practice and delivery capacity
* Work closely with SAP Regional Alliance Managers to account map and expand the partners' reach
* Team up with Sales to lead account mapping and co-sell opportunities
* Partner with Partner Marketing, Regional Marketing and Regional Sales to bring awareness and the use of partner integrations that enhance results for WalkMe, partners, and clients
YOUR PROFILE
* Several years of experience working with Tier-1 Global SIs and ISVs
* Several years of SaaS Sales and Alliances experience
* Experience working with Referral, Reseller and MSP models with partners who execute software implementation projects
* Experience managing relationships with Global Systems Integrators like Accenture, Deloitte and PWC
* Technical background and contract negotiation experience
* Significant focus on revenue generation through partnerships
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
Requisition ID: 419893 | Work Area: Pre-Sales | Expected Travel: 0 - 60% | Career Status: Professional | Employment Type: Regular Full Time | #LI-Hybrid