SAP · 6 hours ago
Global Partner Director, Strategic Partnerships: DXC
Newtown Square, PA
Full-time
Hybrid
Senior Level, Lead/Staff
$194K/yr - $412K/yr
10+ years expSAP is a leading company that helps the world run better by driving innovation across various industries. They are seeking a Global Partner Director for Strategic Partnerships to manage and enhance their relationship with DXC, focusing on business development and strategic initiatives that support mutual customers' journey to an Intelligent Enterprise.
AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware
Responsibilities
End-to-end ownership of selected strategic initiatives or time-critical projects
Strategic Partnership and New Business Development. Draw upon deep understanding of complex market dynamics and SAP’s strategic priorities, and working with LoB and Industry Leadership, to identify and drive new 'win-win' market opportunities and amplification of SAP’s GTM activities. Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements. Secure the necessary internal and external stakeholder support across involved Board areas and business units, including Industry, LoB and regional partner management and sales teams
Co-innovation and Co-Development. Drive co-innovation and co-development initiatives in support of SAP’s AI, BDC and Industry strategy. In concert with SAP development, solution management and field stakeholders, capitalizing DXC’s industry and domain expertise, facilitating development of joint solutions and technology roadmaps, and partner specific new offerings, built on BTP
GTM Engagement. Working with Regional and LoB partners leads to the successful execution of joint go-to-market activities with DXC and the SAP field. Achieve partner-driven revenue targets and directly engage in key sales opportunities
Partnership Steering and Governance. Manage SAP’s overall corporate relationship with DXC. Create strategic business plan for partnership to enhance mutual value and impact. Facilitate top-to-top meetings and ensure effective preparation, briefing, alignment, and execution for key executive meetings and Board updates. Manage partner escalations and drive issue resolution. Operate with a 'One SAP' approach across the broader SAP organization to ensure effective and coherent partner engagement across Board areas, geographies, and business / market segments
Best Practice Champion. Serve as a collaborative luminary for raising SAP’s strategic partner management capabilities across the company’s other strategic relationships, proactively sharing best practices and mentoring/advising other partner managers. Openly embrace and capitalize on the winning practices of others to drive continuous improvement. Identify and, as appropriate, spearhead enhancements to SAP’s partner management processes and structures
Help lead and execute SAP GSSP Strategic Imperatives within DXC – build incremental business with DXC leveraging the existing operational framework with focus on Cloud ERP, Business AI and Data innovation, Cloud LoB solutions, overall Cloud Growth, Industry Cloud, Partner-specific initiatives and next generation partnering opportunities
Proactively develops current and long-term relationships across all relevant roles in the Partner’s and our organization (executives, sales, marketing, product development/technical, etc.)
Professional stewardship of all relevant Partner / SAP interactions within scope of role
Collaborate with internal SAP teams acting as a strategic liaison between the Partner and SAP to ensure sales successes, aligned strategies, and effective communications
Discover potential opportunities for co-innovation, co-development and GTM collaboration between SAP and Partner
Identify potential problems and work with extended team to resolve conflicts between Partner and SAP before they become escalations
Ensure Partner collaborates to build and execute joint demand generation activities with SAP local, regional, and industry Sales, Ecosystem and Marketing Teams to grow pipeline and agree to account plans
Influences Partner to effectively invest in Marketing and Demand Gen activities within SAP Focus Areas
Supports the Regional Partner Business Managers on pipeline development planning to meet Partner’s pipeline multiplier goals, net new name goals, revenue commitments and customer reference targets
Diagnoses and prescribes corrective action for underperforming initiative/s
Ensure Partner and SAP teams operate in a professional and ethical manner; act or escalate if professionalism and ethical standards are not being met
Establish and manage governance to ensure proper planning and execution of joint Sales, Marketing, and Enablement
Operates with a sense of urgency. Brings an awareness of and sensitivity to field concerns and perspectives. Artfully brings '24x7' responsiveness while maintaining personal balance
Measurement, accountability and reporting on results on a weekly, monthly and quarterly basis
Qualification
Required
10+ years of experience in Sales, Business Development and/or Partner-facing roles including a track record of working closely with SVP, EVP and President levels of SAP and partner / customer organizations
Proficient knowledge of SAP Intelligent Enterprise offerings and SAP product strategy to the Cloud
Able to own, coordinate and deliver programs, end-to-end, in a complex setting with external (partner) and internal (multiple SAP organizations) stakeholders with aggressive timelines
Ability to lead by influence, working with stakeholders from multiple teams and board areas across the SAP and DXC organizations to achieve long-term objectives, often across several quarters or years
Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
Ability to respond and thrive in a fast-paced, high energy, global team environment, including working with stakeholders in multiple time zones and with diverse cultures
Experience structuring and engaging in multiple partnering models (e.g., co-selling, value-added reselling, OEM)
Bachelor's degree required
Preferred
MBA or advanced degree preferred
Benefits
SAP North America Benefits
Company
SAP
SAP provides enterprise application software to various industries, including consumer, discrete manufacturing, public services.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$1.3BKey Investors
Elliott Management Corp.
2019-04-24Post Ipo Equity· $1.3B
2015-06-01Grant· $1.37M
1998-08-03IPO
Leadership Team
Christian Klein
CEO & Member of the Executive Board
Sandi de Souza
Chief Financial Officer: Africa
Recent News
2026-01-24
2026-01-24
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