SAP Alliance Director, SUSE
To bring the infinite potential of open source to the Enterprise
Posted today
To bring the infinite potential of open source to the Enterprise
1001+ employees
Posted today
1001+ employees
Company mission
To transform open source innovations into enterprise-grade solutions to give customers choice.
Role
Who you are
- If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!
- Experience in working with or defining influence programs for ISVs, SIs is beneficial
What the job involves
- The Director of SAP Alliance is responsible for managing and leading the overall relationship with SAP SE
- Responsible for owning, developing, and leading the end-to-end strategic partnership between SUSE and SAP SE globally
- You will be accountable for defining the multi-year joint business plan, driving significant revenue growth through "sell with" and "sell through" motions, and leading a cross-functional virtual team to ensure highly integrated execution across both companies and the broader ecosystem
- Strategic Planning - Define and lead the overall alliance strategy and business plan for the SAP partnership, ensuring alignment with SUSE's corporate goals and sales targets
- Executive Relationship Management - Establish and cultivate long-term strategic relationships with key senior stakeholders and leadership across SAP SE's product development, various lines of business, and executive ranks
- Ecosystem Management - Lead, develop roadmap and manage the SAP Partner Ecosystem use cases across relevant Buying Programs, aligning with internal stakeholders and delivery teams
- Program Compliance - Oversee compliance with SAP's partner program requirements, managing contracts, ensuring partner status is maintained (SAP Technology Partner), and tracking all associated administrative and reporting requirements
- Financial Oversight - Manage the alliance budget, monitor and report on key performance indicators (KPIs) such as pipeline, influenced revenue, and overall return on investment (ROI)
- Risk & Issue Resolution - Act as the primary escalation point to resolve customer and partner problems and participate in important negotiations
- Thought Leadership - Build domain expertise in SAP Partner Ecosystem and SAP market trends and best practice for successful GTM with Partners and Customers
- Strong services background and understanding of how service / solution focused partners go to market as well as transaction options / preferences
- Serve as a primary point of contact for the SAP Partner Ecosystem GTM and SAP Partner use cases across relevant Buying Programs, orchestrating internal SUSE resources and acting as an Ecosystem advocate to resolve highly complex technical and business challenges
- GTM Leadership - Design, implement, and measure joint sales strategies and GTM programs to rapidly scale the business, focusing on both "sell with" and "sell through" motions
- Business Development - Drive new business and co-innovation to accelerate growth, focusing on strategic lighthouse projects and the strategic growth of the SUSE product portfolio
- Sales Accountability - Own the joint sales pipeline (including accurate forecasting and regular tool updates), manage all account planning, and be directly accountable for achieving quarterly and annual revenue quotas/margins
- Deal Support - Apply consultative-selling techniques, focusing on strategic deals, and provide direct support to sales teams to help them close key/difficult account opportunities
- Ecosystem Management - Build and manage relationships with the broader ecosystem, including Global System Integrators (GSIs) and other partners, to promote three-way partnering and develop joint scalable solutions
- Identify opportunities for partner advocacy and capture success stories that can be leveraged across the SUSE GTM ecosystem, showing a developing ability to innovate within your role
- Maintain accurate and up-to-date records of adoption and growth for SAP Partner use cases across the Buying Programs, and GTM Ecosystem success plan progress in CRM and other relevant systems, demonstrating proficient execution and a drive for results
- Virtual Team Leadership - Lead the SUSE/SAP Virtual Team (comprising sales, product, marketing, and engineering) to ensure alignment with joint strategic direction, sales plays, and focus areas for growth
- Partner Investment Guidance - Guide SAP's investment in SUSE's technologies, solutions, skills, and GTM programs
- Ecosystem Guidance & Enablement - Contribute to the development of GTM Ecosystem success best practices, tools, and methodologies within the team, potentially mentoring junior team members and sharing your expertise
- Talent Development - Coach and support the performance of individual contributors and the overall team, contributing to the growth and development of alliance and GTM talent
- Internal Alignment - Build and manage strong internal executive relationships across SUSE (Product, Legal, Operations, etc.) and with other SUSE alliance leaders to ensure fully integrated execution
- Thought Leadership - Provide external leadership to the industry and press, and drive thought leadership by directing the customer's application of technology to new business problems
Application process
- Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions
Our take
The tech world is facing a shift and businesses are under pressure to modernise, cut costs, and stay flexible, all while dealing with increasingly complex IT demands. Many are finding that traditional software just don't offer the flexibility or value they need anymore.
This is where SUSE steps in with its open source tools that help businesses run their IT systems better. From managing cloud services to running virtual machines and containers, SUSE's software makes it easier for businesses to scale and streamline complex infrastructure, all from one central platform.
The company is making a name for itself by blending open source freedom with solid support and real results. Aussie Broadband, for example, boosted efficiency and trimmed down deployment times by switching to SUSE. With its sights now set on edge computing and AI, SUSE is showing that open source isn't just practical, but is powering the future of scalable tech.
Steph
Company Specialist at Welcome to the Jungle
Meet the team
Michael Rennett, Director, Analyst Relations
Insights
24% female employees
Company
Funding (2 rounds)
Feb 2002
$5.2m
EARLY VC
Oct 2001
$17.6m
LATE VC
Total funding: $22.7m
Company benefits
- Company bonus: We believe that everyone makes an impact on the success of the company, so we reward our employees for our achievements as one SUSE team.
- Agile Worker Policy: Unless your role requires a specific work model, we offer flexibility in how our people work - home-base, office-based or hybrid
- Flexibility: To maintain a healthy work-life balance, our people can adapt their work schedule to their personal and family needs
- Global Parental Leave: 20-week maternity leave with full salary and time off with pay for pregnancy-related appointments will be provided to pregnant SUSE people. Leave is also available to employees adopting a child or using surrogacy
- Health & well-being benefits program: We offer a well-being program designed for our people and their families. We also provide an excellent benefits plan including insurance, medical package and more, depending on the local market
- Employee referral program: Earn a financial reward or every successful referral you make – help us build a great team and get rewarded in the process
- Employee Resource Groups: Our main people networks are Women in Tech, Neurodiversity, GoGreen, Pride at SUSE and Open Source Community Citizen network. Through them our people can align to personal values, build bonds, and engage with communities of interest
Company values
- Choice
- Innovation
- Trust
- Community
Company HQ
Gare, Luxembourg, Luxembourg
Articles
Leadership
DP held executive roles, including Red Hat GM for APAC and NA, before SUSE. He's on the NUS Institute of Systems Science board and mentors women in business. DP is an open-source programming hobbyist!
Ian Halifax
(CFO)Ian has more than 30 years' experience in Senior Financial Leadership positions, including as CFO at leading global tech providers such as Trellix (McAfee Enterprise/FireEye), Riverbed Technology, Wind River Systems, Micromuse, and Macrovision.
Andy McDonald
(Chief Legal Officer)They have extensive experience in Legal Affairs and Governance in a variety of companies, including Interserve, Premier Foods plc, Uniq plc, and Spirent plc. They also worked as a Corporate Lawyer at Freshfields Bruckhaus Deringer before moving into Industry.
Lisa Sherwell
(CPO)Lisa Sherwell, CPO, is a global strategy & transformation exec with 25 years in B2B tech - led SUSE's strategy, and was GM/Sales Director at SAP/Merchants. Lisa champions people-centric leadership!
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