Partner Sales Manager (SAP)
Posted Updated
Description
- SAP is one of Parloa’s most strategic global alliances, and EMEA is its home turf. As SAP Partner Sales Manager — EMEA, you will drive the alliance where SAP’s presence is deepest: its headquarters ecosystem, its strongest field organizations, and Europe’s densest network of SAP-aligned service partners
- You will convert the global partnership strategy into regional pipeline, co-sell wins, and revenue across EMEA, with proximity to SAP’s Walldorf headquarters as a strategic advantage
- Own the SAP-sourced and co-sell pipeline for EMEA: build, manage, and forecast a qualified regional pipeline with SAP field teams across DACH and priority EMEA markets (CX, BTP, and industry AEs), with clear accountability for sourced/influenced pipeline and closed-won contribution
- Be the liaison between Parloa field sales and SAP: connect Parloa AEs with their SAP counterparts across EMEA regions, drive account mapping cadences, and ensure both field organizations know when, why, and how to bring each other into deals
- Drive prospecting and local pipeline generation: plan and execute regional co-sell campaigns, joint prospecting motions, and local pipeline events (executive roundtables, DSAG and SAP ecosystem events, SAPPHIRE Madrid and regional summits) with SAP and ecosystem partners
- Enable Parloa sales reps on the SAP motion: train AEs on SAP-relevant messaging, joint solution plays (e.g., Parloa + SAP CX / Service Cloud), integration narratives, and how to navigate SAP’s field and incentive structures across EMEA markets
- Coordinate SAP and partner involvement in RFPs and demos: orchestrate SAP solution engineers, reference architectures, and SAP-aligned SI partners into active pursuits — including complex, multi-country enterprise RFPs common in EMEA
- Manage deal registration and conflict resolution: own hygiene of SAP-related deal registration, rules of engagement between direct and partner-led motions, and swift, fair resolution of channel conflict across regions
- Feed field intelligence back to the alliance team: report competitive signals, SAP field sentiment, win/loss insights, and program friction to the RVP and partner development team — leveraging your proximity to SAP headquarters for early insight into program and product direction
- SAP ecosystem experience: you have worked at, with, or around SAP — you understand its field organization, partner programs, and co-sell mechanics, and you bring relationships across the DACH SAP ecosystem you can activate on day one
- Field credibility: you are comfortable in front of enterprise AEs, sales leaders, and customer executives, and you know how to earn trust with quota-carrying teams on both sides
- Based in Germany or a major EMEA hub, with willingness to travel across the region (~40%)
- Fluent German and English required; additional European languages a plus
- 7–10+ years in partner sales, channel sales, or alliances within enterprise software, with a track record of hitting partner-sourced pipeline and revenue targets
- Regional co-sell expertise: demonstrated success running account mapping, deal registration, and joint field motions between a software vendor and a large strategic partner
- Self-starter operating style: hands-on, resourceful, and comfortable building in a fast-moving scale-up without heavy process or big-company support
- Multi-market EMEA experience: comfort operating across DACH plus other European markets, navigating cultural and commercial differences in enterprise sales
- Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser