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.
Manage marketing activities supporting SAP’s ecosystem and partners to ensure GPO and Routes performance management indicators are met. To Include: recruitment, marketing enablement, relationship building, and go-to-market enablement. Additionally, focus on marketing ecosystem components such as communities, partners’ communications platforms and online marketplaces integrating them into multi-routes to market programs.
Innovation fuels our plans for extending our core business beyond enterprise applications and business analytics supporting the SAP strategic mission of becoming the Cloud Company powered by SAP HANA. This includes our mobile, in-memory and database technology offerings. As a result, the identification of new routes to market (i.e. tailoring the buying journeys for each customer segment), new channels (high touch and low touch, digital or physical, etc.) and other customer-centric resources within our SAP ecosystem are essential for enabling the routes to communicate, sell and service SAP customers and prospects.
SAP executes a multi-channel and route strategy. This includes direct sales (in collaboration with strategic and service partners), telesales, resellers, and e-commerce channels. Our customers/prospects have the option to use multiple channels (within the different routes offered) and a best-in-class service/buying strategy is a must. SAP Ecosystem and Routes Marketing Job Functions, collaborating with our partners, are responsible for delivering a best-in-class experience accelerating our business growth faster than our competitors.
Research Markets, Customers and Ecosystems:
Eco-sourced content: perform white space analysis, solution identification, value prop expansions.
Analyze selling models with the ecosystem/channels (multi-route).
Analyze ecosystem/channels development models – understand competitive partner programs and opportunities.
EXPECTATIONS AND TASKS:
Collaboration – Engage in extended collaboration with partner/channel management functions and partners.
Support Strategic Planning – Align with stakeholders, support and develop integrated marketing programs including routes, KPIs, ecosystem offerings, partner recruit and enablement.
Plan Programs and Campaigns – Design, align, resource, and promote integrated marketing programs and campaigns in support of strategic plans focused on partners/channels.
For some roles, the following six tasks are dependent on whether an employee is focused on a channel vs. partner co-marketing role. The emphasis placed on performing the tasks will depend on the role being filled.
Develop Content for Ecosystem & Partner Marketing Positioning – Provide thought leadership, positioning, and messaging, and serve as the evangelist for the overall SAP Partner strategy.
Develop Content for Ecosystem/Partner Sourced Offerings – Collaborate with partners and Solution Management/Marketing to create complementary value props, messaging, joint offers, and references to be cascaded into marketing programs and campaigns.
Field Enablement – Create awareness, provide enablement, and select deal support for joint SAP/partner go-to-market programs.
Develop Content for Partner Recruitment/Enablement – Collaborate with Solution Marketing and Integrated Marketing Management to build/enhance SAP content for partner go-to-market enablement and partner-led demand generation.
Channel Recruitment – Develop programs (marketing contribution) for recruitment, enablement and marketing support for partners.
Channel Enablement – Create awareness, provide go-to-market enablement, generate demand for partners, and provide select marketing support.
Revenue Generation – Be responsible for other revenue generation (i.e. sponsorships, co-marketing funding)
Resources and Vendor Management – Manage program budgets/resources resources (owned, stakeholders’ and/or partner contributed) and vendors required to support program execution.
Develop Core Assets – Develop certain customer and partner facing assets.
Execution Support – Execute and support execution of ecosystem and routes marketing efforts.
Influencer /Analysts’ support – Support strategy/interaction with market stakeholders, e.g. analysts, press, and social media.
Infrastructure – Develop, promote, populate, and operate marketing infrastructures (incl. events, portals, tools, and services) to support ecosystem and routes communications and enablement.
Measure and Monitor – Assess, analyze, and evaluate to optimize marketing strategies and provide impact information to SAP and partner stakeholders.
Minimum 3-5 years of marketing experience, with minimum 1-2 years in ecosystem & channel marketing
Working in a multi-national company
Experience in marketing to, with, through ecosystem / channel partners
Experience in working with partners
Experience in high tech marketing
Project management (small to medium-scaled projects)
Working in a team environment
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Bachelor’s degree or equivalent required