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SAP · 4 hours ago

SAP Concur- Senior Channel Sales Executive

Atlanta, GA

Full-time

Hybrid

Senior Level, Lead/Staff

$137K/yr - $294K/yr

8+ years exp

SAP is a global leader in business applications and services, focused on helping organizations run better. They are seeking a Senior Channel Sales Executive for SAP Concur to drive the activation and scaling of a strategic alliance with American Express GBT, focusing on channel sales, development, and partner enablement.

AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware

Growth Opportunities

Responsibilities

Channel Sales & Revenue Generation

Own and exceed the territory’s channel sales quota for the GBT alliance by actively engaging in joint selling activities

Lead territory planning, strategic account mapping, and pipeline review calls with SAP Concur and GBT sales teams to build a robust, high-quality sales funnel

Function as the deal strategist on joint opportunities, providing guidance on the integrated value proposition, competitive positioning, and effective closing strategies

Manage the rules of engagement and serve as the primary escalation point to resolve channel conflicts and ensure smooth collaboration

Channel Development

Establish, develop, and nurture strong, trusted relationships with key stakeholders at GBT, including sales leaders, account managers, and solution consultants

Evangelize the "better together" story, acting as the primary advocate for the alliance and communicating its value to both internal and partner audiences

Implement a territory-level governance model, including regular business reviews, to track performance against KPIs (Key Performance Indicators) and drive accountability

Field Enablement (Internal SAP Concur Teams)

Design and deliver targeted enablement programs, playbooks, and sales tools for the SAP Concur field organization

Conduct training sessions, workshops and office hours to educate the SAP Concur field organization on the GBT TMC Services value proposition, ideal customer profiles, and joint engagement processes

Monitor enablement adoption and impact on pipeline and win rates; iterate content based on field input and real-world deal experiences

Partner Enablement (GBT Teams)

Develop and execute a comprehensive enablement curriculum to empower GBT sellers to identify, qualify, and co-sell the integrated SAP Concur solutions

Conduct regular training sessions, workshops and office hours on the integrated SAP Concur solutions, value proposition, key differentiators, and the operational process for registering and managing joint opportunities

Equip the GBT team with the knowledge and resources needed to confidently position the integrated solutions and handle customer objections

Qualification

Channel Sales AcumenTMC Ecosystem ExpertiseSaaS & T&E KnowledgeEnablement Program DevelopmentRelationship ManagementStrategic PlanningExecutive CommunicationProblem-SolvingCollaborative LeadershipCustomer-Centric FocusAdaptability

Required

8+ years of experience in channel sales, partner management, business development, or strategic alliances within a B2B technology environment

Proven track record of meeting and exceeding significant revenue targets through and with partners

Bachelor's degree in business, Marketing, or a related field; MBA is a plus

Experience using CRM / PRM tools (e.g. Salesforce, Highspot) to manage pipeline and partner performance

Deep Channel Sales Acumen: Proven expertise in building and managing a partner-driven sales pipeline, forecasting accurately, and consistently exceeding revenue targets in a channel model

TMC Ecosystem Expertise: Strong understanding of the corporate travel industry, the business model of Travel Management Companies (TMCs), and how they go to market. Direct experience working with or for a major TMC is highly preferred

SaaS & T&E Knowledge: Proficiency in the Travel and Expense software space. Direct experience with SAP Concur solutions is a significant advantage

Enablement Program Development: Demonstrated ability to design, build, and deliver effective sales enablement programs and materials (playbooks, training decks) for both internal and external partner audiences

Relationship & Influence Management: Exceptional ability to build rapport and establish credibility with stakeholders across different organizations, from individual contributors to senior leadership. Skill in influencing without direct authority is critical

Strategic & Tactical Balance: Ability to develop a high-level strategic plan for the territory while simultaneously managing the day-to-day tactical execution required to achieve results

Executive Communication: Polished presentation and communication skills, with the ability to articulate complex concepts clearly and persuasively to diverse audiences

Problem-Solving in Ambiguity: A 'builder' mindset with a proven ability to create structure, process, and success in a new, evolving partnership environment

Entrepreneurial mindset with the ability to build processes in ambiguity

Collaborative leadership and influence across cross-functional teams

Customer-centric focus with a results-oriented approach

Adaptability to changing market conditions and partner feedback