SAP Partner Bus Mgt Senior Specialist Job in Tokyo, Japan

Requisition ID: 131279

Work Area: Sales

Expected Travel: 0 - 10%

Career Status: Professional

Employment Type: Regular Full Time


As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

Partner Business Management


The SAP hybris Cloud Channel Executive is a field-based employee that is responsible for the indirect business of SAP hybris Cloud for Japan, in order to grow SAP’s software license revenue and SME market penetration.

The expectation is to have knowhow on how to grow SAP hybris Cloud indirect license revenue by recruiting new partners, enabling partners, driving business plans and demand generation in collaboration with deal execution.

As the central advisor to the partner for SAP hybris Cloud, who is owning the partner readiness and go to market for this segment, and is responsible for coordinating all SAP interactions (with sales, partner business managers, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP hybris Cloud Channel.


This role will make a significant impact within the partner organization to drive key SAP hybris Cloud partners in Japan, to succeed in the cloud business as the domain expert, thought leader and evangelist for the Line of Business within Japan.

Key responsibilities include:

• Partner recruitment:

  • Identifies white spaces, develops value propositions including market potential for partner candidates, screens the market to identify potential partners (SAP ecosystem, competitive resellers, ISVs) and orchestrates the recruitment process,

  • Proactively develops relationships across all roles in the partner (executives, sales, marketing, technical )

• Responsible for the independent execution of the Partner Enablement for SAP hybris Cloud:

  • Drive enablement planning for each market unit and execute partner enablement with focus on high touch sales and presales,

  • Responsible for day-to-day execution of the approved enablement and solution adoption plan,

  • Evangelist in front of C-Level for cloud and marketing business transformation and the resulting business impact for sales, presales, marketing and consulting,

  • Track, measure and communicate the readiness and business impact of the delivered enablement.

• Take the leadership role and act as a trusted advisor on related GTM topics:

  • Define the indirect GTM plan for SAP hybris Cloud, and drive execution,

  • Develops and executes a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references

  • Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications,

  • If required, provide sales and presales support to partners within Partner led SAP hybris Cloud engagements.


  • High energy – enthusiast for Cloud and Marketing, out of the box thinker that brings innovative ideas to the team and champions best practices,

  • 3-7 years in a Management Consulting, Sales or Presales cloud environment,

  • Infectiously enthusiastic about linking business needs with workable solutions, with the ability to deliver value proposition based presentations with passion,

  • Outstanding presentation and communication skills going beyond classical power point presentations,

  • Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners,

  • Fluency in English and Japanese.


Bachelor’s degree in Business Administration, Engineering or Computer Science required from an accredited university. MBA or advanced degree in related discipline preferred.


To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

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