Director

Summary

Join insightsoftware as the Director of EMEA SAP Partnership and play a pivotal role in managing and expanding joint go-to-market efforts with SAP. This player-coach role requires leading a small team of partner sales managers and directly managing key markets and accounts. The primary responsibility is exceeding revenue goals for the SAP Solution Extension partnership. Responsibilities include developing sales opportunities, leading business reviews with SAP, refining the EMEA strategy, achieving sales goals, and leading and coaching a team. The ideal candidate will have extensive experience in leading and expanding revenue-focused SAP partnerships and a proven track record of success. International travel is required.

Requirements

• Minimum 5 years of experience leading and expanding revenue-focused SAP partnerships, with a track record of consistently achieving sizable, shared revenue goals
• Joint go-to-market and/or sales experience with SAP, preferably as an SAP Endorsed partner or SAP Solution Extension partner
• A proven ability to lead and consistently deliver sales pipeline and bookings results through strategic alliances & partnerships
• Strong strategic planning and business analytics skills, with a proven track record of developing and managing highly complementary collaboration models that produce sustainable revenue growth for all parties involved
• Demonstrated expertise in negotiations, joint sales and new business development with strategic partners
• Outstanding verbal and written communication skills
• Ability to travel internationally as needed

Responsibilities

• Meet or exceed the agreed revenue goals for the SAP Solution Extension partnership. This is the most critical KPI for this role
• Develop new license and managed services sales opportunities through close collaboration with SAP's EMEA GTM teams including Sales, Solution Consulting, Product, Marketing and Partner Programs
• Actively lead monthly, quarterly and annual business reviews with SAP, driving both parties to achieve the shared pipeline and bookings goals
• Continue to refine insightsoftware's EMEA-specific strategy for the SAP Solution Extension partnership. Clearly define where we are going to collaborate together with SAP (i.e. market segment, target account, opportunity type, region/country, etc.) and how we are going to win together
• Take full responsibility for consistently achieving insightsoftware's quarterly and annual sales goals that are tied to the SAP partnership
• Actively demonstrate and model the way for insightsoftware's cross-functional teams who support the SAP alliances. This is a hands-on leadership role
• Effectively lead and coach a team of regional partner sales managers to drive optimal performance. Actively inspect and support every strategic joint pursuit to ensure the best deal velocity and outcome