Senior Manager, SAP GTM & Partner Development

We are seeking an experienced Senior Manager to lead our SAP Go-To-Market (GTM) and Partner Development team in driving the growth of AWS's SAP business across the APJ region.

In this role, you will be accountable for building and managing a high-performing team of SAP GTM and Partner Development Specialists, while executing the strategic vision for SAP workloads including managing SAP relationships, partner landscape development, co-sell pipeline alignment, and cross-functional collaboration to position AWS as the cloud provider of choice for SAP customers.

Key job responsibilities

Team Leadership & Development
• Accountable to hire and manage the SAP GTM/PDS team, including defining integrated GTM/PDS role descriptions, annual KPIs, people review cadence, and performance management.
• Own interlocking these accountabilities with area SAP Specialist Sales area leaders on a joint execution strategy.

Strategic GTM Execution
• Drive pipeline build initiatives and mechanisms to govern for APJ and area execution plan
• Develop and oversee the execution of GTM strategy for SAP workloads across APJ with SAP specialist sales teams internal to AWS and with partners
• Set and achieve long-term growth goals for the region, meeting or exceeding revenue and non-revenue driven KPIs
• Lead cross-functional initiatives to expand markets/accounts and develop scalable programs to drive adoption
• Serve as custodian of Agentic ERP strategy, partner landscape build, and sponsor this into customers.

Partner & Stakeholder Management
• Own key partner relationships at APJ level with GSIs and regional SAP partners
• Manage stakeholder interlock with WW teams
• Build and maintain strong relationships with key SAP and partners in the region
• Collaborate with field teams including Sales specialists, Partner sales, Marketing, AGS sales teams, DGR, and other Specialists to drive SAP workload adoption (migration, Data and GenAI).
• Drive capacity mechanisms from commercial lens with SAP ECS and SA Leadership

Business Operations & Governance
• Own interlock with WW GTM leadership on GTM initiatives and strategic alignment
• Own run-the-business updates with WW area teams to deliver monthly/quarterly business reviews and operational planning documents for the SAP domain.
• Provide market intelligence and customer feedback to global teams to inform product development and service improvements

Basic qualifications

• 10+ years of building and leading large teams and working in matrixed operating structures experience
• 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• 6+ years of implementing and managing SAP ERP solutions, with a strong focus on SAP S/4HANA experience
• Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
• Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent

Preferred qualifications

• Experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
• 7+ years of communicating with and presenting to executive and senior audiences experience
• Experience in APJ markets with understanding of regional business dynamics