Title:  SAP Pursuit Business Dev Mgr


US Bentonville, AR, US, 72712 Southfield, MI, US, 48075 Des Moines, IA, US, 50047 Houston, TX, US, 77024 Boulder, CO, US, 80302 Schaumburg, IL, US, 60173 St. Louis, MO, US, 63101 Austin, TX, US, 78759 Columbus, OH, US, 43215 Little Rock, AR, US, 72002 Madison, WI, US, 53558 Edina, MN, US, 55435 Addison, TX, US, 75001 Greenwood Village, CO, US, 80111 New Orleans, LA, US, 70032 Edina, MN, US, 55435 Wichita, KS, US, 67228

Requisition ID:  72793

About NetApp

We’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea?

Job Summary

The SAP Pursuit Business Development Manager is responsible for the development and execution of GTM efforts related to the SAP ecosystem. Primary responsibilities include executing a company-wide SAP strategy with a strong focus on developing initiatives to drive high growth and incremental SAP-related revenue.  Along with a team of business development managers and architects, you will actively engage with SAP’s sales and consulting teams, SAP consulting and delivery partners and global sales teams to build sales execution and enablement plans for both global and enterprise accounts. You must be a self-starter, results-driven, partner-focused, highly motivated individual with a strong understanding of the IT market, proven sales success related to SAP, outstanding communication and relationship management skills in a high technology, dynamic environment.

Job Requirements

Principal Responsibilities:
Execute the NetApp strategy for growing SAP-related revenue through engagement with SAP delivery partners and global and enterprise direct account teams. Develop and execute plans for engaging with partners to identify opportunities where NetApp products and services create unique value for SAP service offerings.  Develop and execute plans for engaging with regional and GEO sales leadership to identify and pursue SAP business within their account base. Build business cases for offering development opportunities with high ROI and a strong likelihood of success.

As a member of NetApp’s SAP team, you will work closely with the Product Business Units, Marketing and Corporate Strategy to execute, and evangelize SAP on NetApp value messages in order to grow the NetApp share of wallet for SAP opportunities.

Primary tasks include:

•    Execute the NetApp corporate Go-To-Market Sales Execution and Enablement strategy for SAP-related offerings.

•    Identify, qualify, prioritize and ultimately deliver partner-driven SAP offerings containing NetApp products and services.

•    Partner with field sales organizations within NetApp and delivery partners to develop SAP related opportunity pipeline and revenue growth.

•    Engage with partner SAP alliance teams, practices and delivery teams to gain a deeper, richer understanding of their unique differentiation, their GTM strategy, and ultimately, how they make money from their customer offerings.

•    Work closely with NetApp partner team leaders to shape and align offering development pursuits within the overall strategic framework of the partner engagement plans.

•    Leverage NetApp Product Business Unit resources to enhance and accelerate offering development activities with key opportunities.
Communication Skills:
Excellent written and verbal communication skills are essential.  Must be able to convey ideas and solutions at an Executive level in a clear, positive and concise manner using diplomacy and persuasive selling.  Communication skills must include listening, presentation, and “live” demonstration skills.  Must be able to develop professional business and technical presentations and deliver them to all levels within an organization.  Demonstrated ability to communicate effectively across large virtual global teams.


Education and Experience:
Bachelor’s degree in business or combination of bachelor’s degree and relevant experience.  Master of Business Administration degree is highly desired.

Seven or more years’ experience in product, solution, and/or offering development in the electronics industry. Experience in working with large Global Accounts, Global Transformation Partners and Global Technology Partners is a must.

•    A business degree, or equivalent experience is required. An MBA is desirable.
•    10+ years of experience in Partner / Alliance Management managing ISV partners including experience with a variety of partner types preferred (e.g. ISVs, Global SIs, boutiques and Regional SI’s).
•    Experience in the implementation and/or support of SAP applications. Including change management tools, processes and techniques.
•    Knowledge and direct skills related to the infrastructure design, implementation, testing and support of SAP applications.
•    Experience in SAP data management and protection, SAP transport (object) management in support of application configuration and testing a must.
•    History or understanding of SAP Basis skills, as a consultant or in enterprise support.
•    Understanding of sales, marketing, lead generation processes and key performance indicators / value drivers for large ISV organizations.
•    Practical experience in supporting the sale and marketing of solutions with ISV partner leads/P&L owners.
•    Track record of delivering measurable results, regularly meeting or exceeding targets. Priority given to experience driving influenced revenue or channel sales via partnerships with ISVs.
•    Strong executive presence & exceptional communication skills (verbal, written). Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus.
•    Demonstrated ability to build, lead and execute strategy in a collaborative environment. SAP skills/expertise/experience working for SAP directly or with customer SAP environments.
•    Proven experience with positioning and selling SAP service offerings.
•    Strong project management skills and ability to work cross-functionally with other development teams and partner organizations is a must. 
•    Excellent business acumen with a strong ability to map business requirements to technical solutions. 
•    Compelling communication skills across a wide variety of mediums and situations – including written and verbal communication and in presentations spanning formal and informal, from small to large audience. 
•    Willingness to travel on as-needed basis globally.

Why NetApp?

In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities. 
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations.  We provide comprehensive medical, dental, wellness, and vision plans for you and your family.  We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.  
If you run toward knowledge and problem-solving, join us.


Colorado Residents Only: If the Company determines this role will be performed in Colorado, the starting salary for this position is  (.9 compa*). This role could be eligible for comprehensive benefits including: Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), Company bonus, Employee stock purchase plan, and restricted stocks (RSU’s) *. Final compensation will be dependent on various factors such as location, qualifications, certifications, relevant work experience and other factors, consistent with applicable law.

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