Channel Sales Manager

**We help the world run better**

**Training and Adoption Specialist**
SAP Training and Adoption is seeking an individual to fill the role of Training and Adoption Channels/Partner within SEA as part of an APJ Team. The individual must be an innovative, energetic and dynamic self-starter, who is able to deliver exceptional results through active participation within multi-cultural virtual account teams.
The role will work closely with Account Executives, Services Sales and Partners to drive Training and Adoption sales within the SEA Market Unit and the APJ region.
The SAP Training and Adoption products and services are the central piece of SAP’s Land, Adoption, Consume and Expand (LACE) sales strategy and helps drive adoption with our customers to help them realise their return of investment on SAP solutions. With SAP cloud focused strategy, the focus on volume accelerates the need to transition to a partner-led and SAP-supported volume business. Customer engagement models will increasingly switch to integration of our partners to drive customer success. Having a vibrant partner ecosystem who build their services and solution model resting on SAP products is critical for SAP future success.
This role will focus on growing Training and Adoption revenues through in-direct sales by positioning the value of SAP Training and Adoption solutions to both customers and partners.
This role will also focus on driving pipeline development, management and landing sales initiatives through the channel as well as providing software presales support for indirect deals. The key products and services are Training and Certification, SAP Learning Hub, Learning Services and Cloud solutions.

**ABOUT SAP**

**PURPOSE AND OBJECTIVES**
The Training and Adoption Channels/Partneris responsible for supporting our License Sales, Services Sales and Partners to devices and position value-based Training and Adoption solutions utilizing SAP Training and Adoption Software, Learning Services and Training Services.

What is it that you will be accomplishing:
**This role will focus on the following two objectives**:
1. Partner development & management objectives and building the strategic vision with our consulting, system integrators and education partners in SEA. The leader fosters collaboration and a shared vision with key stakeholders of partners. Collaboration is key for success of this role and channel manager is accountable to build mindshare with cross team at SAP.

You will be integrating with diverse, cross cultural and cross geography team of channel managers, regional GPO teams, and Global channel enablement teams. This role has ownership of partner management with a strong focus to identify the right channel partners, building right capabilities and capacity with key partners, building cohesive GTM approach and driving the sell-with/sell-through goals. Success of this role measure the outcome delivered through joint integration approach with partners.
Providing software presales for customer and partner deals to drive an increase in Training and Adoption software inclusion in license deals.

2. Play as a Solution Advisor for adopting SAP Technologies/ Product enablement in top targeted universities' IT/Software faculty across APJ regional. The mission is to collaborate with Tertiary education to design a syllabus meeting SAP Technology's content from time to time and prepare for building a potential early talent pipeline capable of developing SAP's technologies in the future job market.

**A day in the life**:
Execution Excellence
- Leads and influences partners and internal sales teams to build their services and solution on SAP training and adoption process
- Foster vibrant partner ecosystem, share learning repository, drive collaboration, and positive outcomes
- Support partner’s sales & presales teams to acquire product & process knowledge and drive collective business objectives
- Cross teaming with internal stakeholders and regional/global team to drive business goals
- Creativity to craft and land the GTM initiatives with partners to achieve collective goals
- Actively establish client relationships at all stakeholder levels, characterised by mutual trust and respect
- Act as a trusted advisor with regard to the Training and Adoption requirements throughout the entire LACE sales lifecycle.
- Provide solution expert support to Account Executives, Services Sales and Partners including customer facing meetings, RFP responses, requirements gathering, product demonstrations and sales presentations.
- Performance
- Work with the Value-Added Resellers (VAR) and Channel partners to resell the complete End-to-End Training and Adoption solution suite
- Drive the number of VARs to sign up and engage SEN (SAP Enable Now) through the OEM and PMC (Partner Managed Cloud) platforms
- Assist the Market Unit based sales teams to qualify and execute Partner sales opportunities
- Provide software demonstrations and presales support for di