SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact. The Director, Business Development - Analyticswill have hands-on and leadership responsibilities in the Ecosystem Innovation & Market Development team that functions at the quick pace and intensity of a small high-growth company. His or her responsibility will be to provide leadership in SAP's engagement with the ecosystem in HANA/DB (SAP In-memory DB, Big Data Analytics), which is a key growth area for SAP; serve as a catalyst for the broader SAP organization and its ecosystem by aligning strategic direction among many ecosystem stakeholders; drive execution of strategic and revenue-driving programs and initiatives to deliver a compelling ecosystem value proposition; and evangelize and communicate the value of SAP's ecosystem efforts externally and internally.
Major responsibilities will include: [bullet]Partner Strategy Development - Identify & evaluate new strategic and revenue opportunities with various partner types including SIs, ISVs, or large infrastructure partners. Drive decisions on partnering working closely with various internal stakeholders in product management and field teams.
[bullet]Partnership Structuring & Deal Execution - Develop business cases and structure complex go-to-market (GTM) relationships including resell, embedded OEM, co-sell and joint ventures; advise key stakeholders on appropriate partnering models and deal structures ; Work with partners and internal stakeholders to spearhead negotiations for partner agreements and drive SAP executive approval process.
[bullet]Go-to-Market Development - Work closely with various alliance teams (SIs, VARs, Hardware partners) to develop and execute joint GTM activities to drive adoption of SAP HANA and Sybase database products; Execute, manage and deliver revenue based on these initiatives in close alignment with internal and external stakeholders.
[bullet]Communications - Ensure effective internal & external communication and coordination of SAP's ecosystem strategy & execution results in areas of HANA/Database. Serve as a key contact point for strategic partners engaged with SAP in these key growth areas. [bullet]Strong record of accomplishment with mobility infrastructure and application companies is strongly preferred [bullet]Proven ability to build, lead and execute strategy in a cross-functional environment. [bullet]Experienced in channel business development & strategic GTM with partners/customers [bullet]Strong tolerance for ambiguity; able to focus and execute in a changing environment. [bullet]Experience in structuring & negotiating complex multi-party partnerships. [bullet]Demonstrated analytical, organizational, and project management skills. [bullet]Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization. [bullet]Solid understanding of how business applications interoperate with multiple layers of the technology stack (databases, operating systems, infrastructures.) [bullet]MS/MBA or other related advanced degree preferred. [bullet]Willingness to travel domestically and/or internationally, estimated travel of 20%.
