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Company

SoftServe · 19 hours ago

SAP Alliance Development Manager

United States

Full-time

Remote

Senior Level

7+ years exp

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Growth Opportunities

Hiring Manager

Marc Olivieri

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Responsibilities

Develop and maintain a long-term go-to-market (GTM) strategy aligned with partner focus areas.

Support Field Partner Sales Managers (PSMs) in aligning regional partner business plans with global plans.

Drive consistency across verticals and regions in GTM strategy, enabling efficient alignment with partners.

Engage with Corporate executives and other leaders to define focus industries and solutions, aligning these with partner focus areas.

Utilize connections across partner teams to expand into new territories and solution areas.

Act as a crucial link between SoftServe capabilities and partner offerings and enable the SoftServe organization to best position these in the field with prospects, clients, and partners.

Define partner requirements and collaborate with Centers of Excellence (COE) and vertical and regional delivery teams to develop tailored solutions and service offerings.

Collaborate with marketing to develop and implement routes to market for new solution development.

Identify new areas for capability expansion and align with product specialists to promote SoftServe capabilities.

Ensure consistency and governance across SoftServe's Centers of Excellence (COE) and technical delivery teams.

Align with partners to establish and understand 'partner health metrics,' building aligned targets.

Assist Partner Sales Manage (PSM) Leadership in business planning, business reviews, and other performance analysis.

Establish and maintain regular cadence checks and develop programs for continuous improvement.

Identify and pursue opportunities for expanding partnership value.

Oversee the onboarding process for new partners as may apply and collaborate with strategic partners to identify potential 'Add-On' partners.

Regularly review marketplaces and manage the publication of SoftServe services.

Develop and maintain deep expertise in partner programs across various domains.

Create and implement strategies for the effective utilization of these programs.

Foster the development of a differentiated SoftServe brand positioning within its partners’ ecosystems and drive thought leadership initiatives.

Orchestrate the development and execution of influential marketing programs to align strongly with partners.

Support sales teams in identifying and targeting markets based on capabilities and partner objectives.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Alliance DevelopmentGo-to-market strategySAPSalesforceCloud certificationsInterpersonal SensitivityService FocusRelationship Building

Required

A minimum of 7-10 years of experience in alliance development and management.

A robust understanding of foundational enterprise technologies including SAP, and Salesforce.

Proven leadership in go-to-market SAP and Salesforce initiatives. Has experience and success in working in the SAP and Salesforce ecosystem.

Structure and solve complex, multidimensional tasks, bringing clarity and order to challenging situations.

Skilled in moving between detailed work and high-level executive strategies, maintaining consistency across all views.

Innovative problem-solving skills, recognized internally and externally as a primary partner in resolving area-specific challenges.

A proactive approach to anticipating client and partner needs and preparing internal teams to address these effectively.

Reputation as a critical team player who understands the motivations of key stakeholders and can tailor approaches to different personalities without compromising on the right solution.

Commitment to developing and leading best practice initiatives, often starting with limited information and crafting clear objectives, scope, approach, and work plans with realistic timelines.

Use expertise to challenge conventional wisdom and apply concepts innovatively to new areas.

Continuous engagement in professional development to enhance expertise and the application of new skills within the company.

Regular interaction and influence with cross-functional directors and contribute to discussions and decisions at the VP level or higher.

Frequent independent engagement with partner and customer executives.

Understanding of high-performance team dynamics and adaptability to improve or maintain a positive team culture.

Excellent communication skills, capable of creating and delivering persuasive presentations and emails to a variety of audiences, including senior executives.

Proficiency in managing complex and politically sensitive meetings with stakeholders and a strong executive presence.

Demonstrated leadership in customer- and partner-centric initiatives, as well as broader organizational support activities such as training, knowledge management, operations, and recruiting.

Natural networking abilities, self-motivated with a high degree of independence, and proactive in seeking out solutions and opportunities.

Comfort in navigating ambiguity, laying out strategic approaches, executing in fast-paced environments, and taking the initiative to drive actions and outcomes.

Willingness to travel up to 25% for strategic alliance meetings, field engagements, and participation in partner events and conferences.

Active Listening: The capacity to fully concentrate, understand, respond, and then remember what is being said in engagements with partners and internal teams.

Relationship Building: Strong skills in establishing and maintaining productive and positive relationships with a diverse set of partners and stakeholders.

Influence and Persuasion: Persuade others to understand and accept your point of view or action, particularly when it comes to securing partner buy-in and driving sales initiatives.

Interpersonal Sensitivity: Demonstrated awareness and consideration for the positions and needs of others – especially in politically charged situations – which is crucial for navigating the complexities of partner relationships.

Accountability: A commitment to being responsible for one's activities, willingness to offer and receive feedback, capacity for learning from mistakes and oversights with a steadfast eye towards productive outcomes.

Information Seeking: An inherent drive to seek out information and a curiosity that leads to a deeper understanding of the partner's business and the market opportunity for SoftServe.

Service Focus: A dedication to delivering excellent service and exceeding internal stakeholder and partner expectations, enhancing partner satisfaction and loyalty.

Composure and Resiliency: Remain calm under pressure and bounce back from setbacks quickly, maintaining a steady and constructive presence in challenging situations.

Negotiating: The skill to negotiate effectively to reach agreements or compromises that bring the best outcomes for SoftServe as well as the partners.

Minimum BA/BS degree or equivalent experience, MBA is a plus.