SAP - Singapore



Requisition ID: 163608
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Recruiter Name: Mike Lee

COMPANY DESCRIPTION

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.

Concur, an SAP company, takes companies of all sizes beyond automation to a completely connected spend management solution encompassing travel, expense, invoice, compliance and risk. For more than 20 years, our global expertise and industry-leading innovation has kept customers a step ahead with time-saving tools, leading-edge technology and connected data. We drive innovation forward until it becomes the new normal, but we’ll never accept business as usual if there’s an opportunity for business to be better. Want to be a part of something amazing?  

Job Overview:

  • Concur seeks a strong leader responsible for executing and managing new market expansion initiatives for Concur's App Center throughout the Asia Pacific region. Working across teams and geographies the Sr. Manager of Platform Partnerships will manage strategic and tactical activities associated with the expansion of Concur's App Center in new markets contributing to Concur’s global growth objectives.
    Concur’s platform division is driving a new wave of innovation and growth by connecting Concur services with Independent Software Vendors (ISV’s) to create the T&E ecosystem. The Concur App Center is a collection of solutions, for both personal use and company use, that extend and enrich the value of our customer’s investments in Concur.
  • This is a high impact position, with senior leadership visibility, requiring excellent command skills with prior experience managing complex expansion initiatives. The candidate must demonstrate superior skills in communication, organization, problem solving and virtual cross functional team facilitation.
  • This role works across a complex mix of constituents: prospective and existing Platform Partners and their respective sales, marketing, technical and executive resources; local and regional Concur business development, sales,
    marketing and leadership; and Concur headquarters-based teams covering the same disciplines. This role will also have matrixed management of APJ focused technical consultants working with local partners. The ideal candidate
    must have the ability to analyze the market and make strategic changes necessary to better capitalize on partner-related opportunities to overcome barriers to maximizing success.

Responsibilities:

  • Building the all-up App Center business in the region inclusive of building and managing relationships locally with existing and prospective partners. Setting and beating sales targets and coordinating with partner marketing to execute lead generation and messaging.
  • Representing the objectives of the App Center to local Concur management teams and providing bi-directional feedback to HQ teams.
  • Assessing local markets to identify and vet local/regional partners to join the App Center based on the partners differentiation, opportunity to sell and ability to execute.
  • Working with existing in-market business development resources and the market-specific partners to achieve pipeline, revenue, and strategic partnership objectives.
  • Working in concert with US-based leadership team to define and execute strategy.
  • Securing local/regional based resources to buy-in to the platform and App Center objectives.
    Reports to Sr. Director of Platform Alliances & Sales

Education, Experience & Training required:

  • 10+ years of business development, alliance or marketing experience.
  • Proven track record of opening a new market or being the lead for a new product launch in a new market
  • Proven success in building consensus and driving desired behavior within a large, complex program, including managing international, multi-cultural, and virtual cross-functional teams.
  • Experience reporting into a virtual manager.
  • Strong cross-team collaboration acumen.
  • Managing and driving performance of partner relationships in a sales environment.
  • Strong collaboration and communication skills.
  • Strategic thinking and problem solving.
  • Ability to influence multiple stakeholders across the organization (internal and external).
  • High degree of resilience, personal accountability and drive.
  • Sensitivity across cultures and languages is critical.
  • Strong understanding of business planning, financial management and key drivers for success.
  • Ability to work effectively across multiple time zones.
  • The successful candidate will have a proven track record demonstrating:
  1. The flexibility to work in a fast-paced start-up environment
  2. The tenacity to get things done despite perceived roadblocks
  3. The tech savvy to understand Concur and partner offerings quickly
  4. The charisma to build support across segments and geo’s
  5. The creativity to identify trends and adapt messaging to support them
  6. Bachelor’s degree required, MBA Preferred
  7. 10+ years of business development, alliance or product marketing experience.
  8. Proven track record of opening a new market or being the lead for a new product launch in a new market
  9. Proven success in building consensus and driving desired behavior within a large, complex program, including managing international, multi-cultural, and virtual cross-functional teams.

Job Specific Specialized Knowledge & Skills:

  • Strong interpersonal skills – able to motivate and drive other organizations without direct authority over those
    organizations
  • Extremely resourceful – leveraging all resources both internal and externally to drive business performance
  • Self-driven self-starter

SAP'S DIVERSITY COMMITMENT

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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.

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