As the SAP Global System Integrators (GSI) Manager for EMEA within Amazon Web Services (AWS), you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of Amazon’s infrastructure web services for SAP workloads across AWS’s most strategic Global Systems Integration partners and their customers. By establishing programmatic, scalable, and differentiated SAP service offerings and engagement models with our key GSI’s, you will be responsible for driving top-line revenue growth, market share, and overall end-customer adoption across all market segments.

Your responsibilities will include driving executive and field relationships with leading professional services firms like Accenture, Deloitte, IBM and Capgemini. Through business and technical relationships within the GSI’s, defining and launching GSI specific service offerings, and implementing scalable sales governance processes, you will be responsible for growth across all market segments.

The ideal candidate will possess both a business and functional background that enables them to engage at the CXO level, a GSI alliance management background that will help them drive the SAP on AWS partnerships, as well as a sales background to drive results with the partner’s sales and field representatives. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Roles & Responsibilities:

Responsible for enabling SAP GSI partners on AWS.

Closely collaborate with SAP’s Key strategic GSI’s to work with existing field organizations to define and execute joint sales plays and go to market programs.

Serve as a key member of the SAP on AWS Partner team in helping to define and deliver joint solutions and supporting collateral.

Set a strategic business development plan per GSI for target markets and ensure it's in line with the AWS strategic direction for SAP.

Execute the strategic business development plan while working with key internal stakeholders (e.g. service teams, legal, support, etc.).

Engage GSI’s field sales organization, channels and end customers to create and drive revenue opportunities for AWS.

Identify/ categorize key GSI per customer segment and industry verticals to approach with a joint value proposition for using AWS.

Ensure that AWS is the partner’s preferred cloud computing platform across all product lines.

Provide regular business reviews to the senior management team.

Manage complex contract negotiations specific to GSI’s and serve as a liaison to the AWS legal teams.

BASIC QUALIFICATIONS

Basic qualifications:

The right person will possess 10+ years of consulting partner sales, business development and program management experience.
Strong functional and infrastructure SAP expertise.
Consistently exceeds quota and key performance metrics.
Demonstrated ability to engage and influence C-level and senior executives in GSI partners and their respective customers.
Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Experience working with SAP partners/ecosystem is a plus.
Able to work in a diverse team.

PREFERRED QUALIFICATIONS

Preferred qualifications:

Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
MBA preferred.
Experience working in a fast-paced and highly cross-functional organization.
Experience working with cloud computing technologies/companies.