Alliance Director, SAP

This is a remote position and can be located anywhere in the United States.

Focused on a bold vision to deliver smarter technology for all, we are developing world-changing technologies that create a more inclusive, trustworthy, and sustainable digital society. By designing, engineering, and building the world's most complete portfolio of smart devices, infrastructure and services, we are also leading an Intelligent Transformation - to create better experiences and opportunities for millions of customers around the world. Join us in defining our world of tomorrow and creating smarter technology for all!

What You'll Do:

Lenovo is seeking an experienced Alliance Director to help develop and execute a partner go-to-market strategy with key strategic partners.

The Alliance Director will collaborate with senior leaders from Lenovo and SAP to identify and build joint solution collaboration initiatives, the accompanying sales motions, marketing investment plans, and regular cadences with Executive, Product, and Sales teams.

The Alliance Director will be responsible to build Alliance plans that grow revenue and industry mindshare/awareness. Additionally, the Alliance Director will be responsible for assisting teams in developing sales processes, solution roadmaps and enablement plans. The ideal candidate will possess a unique business and partner development background that enables them to engage at Executive levels, with a strategic sales/partnering background that enables them to easily interact with Geo sales teams, Lenovo/Partner product groups and SAP ecosystem.

He/she should have a demonstrated ability to think strategically about go-to-market, solution collaboration, be able to articulate and convey compelling partner value propositions and demonstrated success.

Key Roles and Responsibilities:

• Serve as an integral part of the SAP 360 degree partnership: Lenovo as a Customer; Lenovo as a Supplier; and Lenovo as a GTM Partner - with your primary focus on the GTM Partner.
• Develop and manage Lenovo relationship with Strategic Alliance Partners on a global basis
• Develop a network within the SAP organization, including products, and routes to market - geographic and industry contacts.
• Expand business opportunities and revenue at the edge, core data center and cloud
• Build business plans collaboratively with Lenovo field sales teams and work with cross-functional teams internally (Sales, Legal, Finance, Marketing, Product, Services, etc.) to achieve those objectives
• Buildout 12-18 month partner development plan(s), identifying both Alliance Strategy and Execution objectives, tactics, and measurements
• Analyze and report on partner initiatives, forecast for strategic changes, and report on key metrics
• Act as a point of escalation on complex issues and provide appropriate support to internal team members
• Communicate partner programs and processes to internal departments and teams
• Manage supporting ecosystem partner MDF strategy, allocation, and objectives
• Facilitate Internal and External EBRs, QBRs, and Executive cadence/touchpoints
• Support Lenovo's Geo sales teams and SAP sales teams in driving successful customer engagements
• Help amplify Lenovo's success and presence in the market through social media and supporting the attainment of reference customers and public relations activities.
• Coordinate with Lenovo's SAP Center of Competence to ensure solution excellence. Includes interlock with SAP benchmarking & certifications regarding application sizing and architecture for key customer opportunities, technical sales enablement and evangelism of Lenovo's solutions for SAP applications.

Basic Requirements:

• BS or BA degree in relevant discipline or equivalent work experience
• At least 10 years' experience in strategic alliances or partnerships, preferable with SAP or an SAP partner
• Demonstrated ability to think strategically about go-to-market, solution collaboration, and be able to articulate and convey compelling partner value propositions.
• Demonstrated understanding of SAP products, solutions, services and ecosystem.
• Prior experience engaging with Executive levels on business and partner development. Experience managing partner solution roadmaps.
• Executive presence and ability to drive outcomes.
• Sales/partnering background that enables interaction with Geo sales teams and Lenovo/Partner product groups.
• Executive relationship building expertise.

Preferred Requirements:

• Experience in building out 12-18 month partner development plan(s), identifying both Alliance Strategy and Execution objectives, tactics, and measurements
• Experience managing global technical professionals
• MBA desirable