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The Head of Ecosystem at SAP Greater China is a key and strategic senior leadership role that is critical to driving the execution of SAP’s strategy to deliver the growth in the Cloud for SAP through the channel and partner ecosystem aligned to the LACE GTM.

The role is:

accountable for the alignment of partners with SAP Cloud growth strategy and deliver on cloud growth targets
Responsible for building partner plans and execution in alignment with 2025 business plans
Driving Cloud transformation, across sales, indirect / resell partner business

Key Responsibilities & Tasks

This role covers all partners and ecosystem types driving SAP’s GTM offerings in order to grow SAP's software and Cloud license revenue across the SAP suite and solution portfolio. The role is responsible for proactively developing the SAP’s partner business by driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on short-mid-term perspective to deliver revenue.

The Head of Ecosystem at SAP Greater China is the main point of contact for building the partner relationship within SAP and externally. His or her team owns the partner relationship end to end and is responsible for coordinating all SAP interactions (with executives, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio.

The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e., Pre-Sales, Training, etc.) to effectively transform the partner ecosystem. He or she develops partners for the long-term development, health-of-the business and transformation to new solutions, technologies, and commercial business models. They own, oversee and support partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The team supports partners in sales cycles via coaching, mentoring, and shadowing in customer facing sales activities.

Key functions include:

Partner Business Management
Partner Enablement & Transformation
Strategic Value and Business Development
Partner Demand Generation and Pipeline Creation
Thought leadership
Setting Leadership Direction

Experience Requirements

Minimum 12-15 years of deep managerial skills with a background in recruiting, building, managing, and driving a high performing team both direct and extended team. Cloud experience preferred.
Preference for deep Channel and Partner domain experience with a broad knowledge of all areas within Channel and Partner Ecosystem GTM.
Extensive experience working within an agile and complex matrix GTM both regionally and globally with proven success and a focus to drive and deliver results, create the future; build a team; develop people; manage performance and execute against the company plans to deliver the Cloud growth for SAP.
Strong industry Cloud knowledge with an understanding of GC market and opportunities for SAP’s suite of Cloud solutions.
Understanding of SAP’s business segmentations with a background and understanding in delivering revenue and pipeline both indirect and co-sell through partners and ecosystem across all segments including Key, Strategic and Mid-Market.
High expertise and business acumen in forging initiatives and go-to-market sales pipeline development plans with business partners.
Native in Mandarin and fluent in English

We build breakthroughs together

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Successful candidates might be required to undergo a background verification with an external vendor.

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