SAP Partner Alliances Manager

Location: London, UK
Reports To: VP Alliances & Marketing, Enterprise Platforms
Department: Enterprise Platforms, Europe

About Globant:

At Globant, we’re a digitally native company, transforming the way organizations and brands operate. We design and develop cutting-edge software and technology solutions for global companies across various industries, from finance and retail to travel and entertainment. With innovation at our core, we help companies create meaningful digital experiences by leveraging advanced technologies such as AI, cloud computing, and enterprise solutions. We pride ourselves on our diverse, inclusive culture and fostering an environment where creativity, collaboration, and growth are paramount.

Job Summary:

Globant is seeking a highly skilled SAP Partner Alliances Manager to manage and expand our strategic partnership with SAP and its ecosystem partners. This role is pivotal in driving revenue growth, enhancing market visibility, and developing joint go-to-market (GTM) initiatives. The ideal candidate will have in-depth knowledge of SAP’s partner ecosystem, strong business acumen, and a proven track record of executing effective partnership strategies. This individual will collaborate closely with SAP teams, internal stakeholders, and customers to maximize the value of the partnership and align it with our business objectives.

Key Responsibilities:

Strategic Partner Relationship Management

• Cultivate and maintain strong relationships with key SAP stakeholders, including partner account managers, sales teams, and product groups.
   

• Develop and execute a comprehensive partner engagement strategy, ensuring alignment with SAP’s objectives and the company’s business goals.
   

• Act as the primary point of contact for SAP partnership activities, escalations, and strategic discussions.
   

• Stay informed on SAP’s evolving business models, partner programs, and technology roadmap to effectively position the company’s solutions.
   

• Identify new partnership opportunities within SAP’s global and regional ecosystems and foster their development.
   

Sales & Revenue Growth Through SAP Partnerships

• Collaborate with SAP’s sales teams to identify and pursue joint sales opportunities, co-sell engagements, and strategies for deal acceleration.
   

• Partner with internal sales teams to educate and equip them with resources, including SAP alliance benefits, co-sell programs, and partner resources.
   

• Manage the pipeline of SAP-driven opportunities, tracking key performance metrics such as lead generation, partner-influenced revenue, and co-sell success.
   

• Drive execution of sales plays, industry-specific solutions, and account-based strategies leveraging SAP’s ecosystem.
   

• Provide SAP sales teams with case studies, customer success stories, and competitive differentiation insights to support sales efforts.
   

Go-To-Market (GTM) & Marketing Execution

• Work with SAP’s marketing and partner teams to develop and execute joint GTM plans, marketing campaigns, and demand generation activities.
   

• Represent the company at SAP-sponsored events, trade shows, and executive roundtables to enhance visibility and network.
   

• Secure Marketing Development Funds (MDF) from SAP, ensuring optimal use of funds for marketing initiatives.
   

• Create co-branded marketing materials such as solution briefs, whitepapers, presentations, and customer success stories.
   

• Align SAP product messaging with the company’s value proposition to ensure consistency in external communications.
   

Partner Program & Compliance Management

• Ensure compliance with SAP Partner Program requirements, including certifications, solution validations, and revenue targets.
   

• Educate internal teams on SAP’s partner tiers, program benefits, and evolving requirements.
   

• Monitor and track partnership ROI, ensuring alignment with business objectives and continual optimization.
   

• Maintain detailed records of SAP partnership agreements, certifications, and benefit utilization.
   

Internal Stakeholder Collaboration & Enablement

• Lead enablement sessions for internal teams (sales, marketing, technical) to facilitate understanding of SAP’s ecosystem, co-selling processes, and solution positioning.
   

• Provide regular updates on SAP and industry trends, offering insights for strategy development.
   

• Collaborate with product teams to ensure technical alignment with SAP technologies and solutions.
   

• Work closely with customer success teams to drive SAP-related account adoption and expansion.
   

Partner Performance Monitoring & Reporting

• Define KPIs to measure SAP partnership success, including:
   

  • Revenue and pipeline influenced by SAP partnerships.
     

  • Number of SAP co-sell opportunities and joint wins.
     

  • Engagement levels with SAP teams (meetings, marketing activities, etc.).
     

  • Marketing ROI from SAP-led initiatives.
     

• Generate regular reports on deal progress, marketing performance, and partnership effectiveness for leadership teams.
   

• Provide executive leadership with updates on SAP partnership strategies and areas for continuous improvement.
   

Qualifications & Experience:

• Bachelor’s degree in Business, Marketing, IT, or a related field (MBA preferred).
   

• Extensive experience in partner management, alliances, or business development within the SAP ecosystem.
   

• Proven track record in managing SAP partnerships, co-sell initiatives, and GTM strategies.
   

• Strong understanding of SAP’s partner programs, benefits, and sales processes.
   

• Exceptional relationship-building and negotiation skills.
   

• Ability to drive cross-functional collaboration between sales, marketing, and technical teams.
   

• Strong project management skills with the capacity to handle multiple initiatives simultaneously.
   

• Proficiency in CRM and partner management tools (e.g., Salesforce, SAP PartnerEdge).

Why Join Us?

• Opportunity to work with a global leader in SAP-based solutions and technology alliances.
   

• Dynamic, fast-paced environment with significant career growth potential.
   

• Competitive salary, commission structure, and comprehensive benefits package.
   

• Ability to influence the strategic direction of the company within the SAP ecosystem.