We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
Job Overview Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Territory Ecosystem Manager for our new strategic alliance with American Express GBT. SAP Concur is the world's leading provider of business services that automate Corporate Expense Management. Established in 1993, Concur's solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions. SAP Concur has established a transformative strategic alliance with American Express Global Business Travel (GBT), creating an industry‑leading integrated solution for travel and expense management. This partnership combines SAP Concur's best‑in‑class spend management platform with GBT's world‑class travel management services to deliver exceptional value, savings, and control to Enterprise and SMB customers. This person plays a pivotal role, responsible for activating and maximizing this alliance within a defined NA region. This is a high‑impact role focused on activating and scaling our joint go‑to‑market (GTM) strategy. The ideal candidate is a strategic thinker and a hands‑on operator who will be responsible for executing across four key pillars: Channel Sales, Channel Development, Field Enablement (for SAP Concur teams), and Partner Enablement (for GBT teams). You will be the central point of contact, responsible for building relationships, driving pipeline, and ensuring the revenue success of this critical partnership.
Responsibilities
Own and exceed the territory’s channel sales quota for the GBT alliance by actively engaging in joint selling activities.
Lead territory planning, strategic account mapping, and pipeline review calls with SAP Concur and GBT sales teams to build a robust, high‑quality sales funnel.
Function as the deal strategist on joint opportunities, providing guidance on the integrated value proposition, competitive positioning, and effective closing strategies.
Manage the rules of engagement and serve as the primary escalation point to resolve channel conflicts and ensure smooth collaboration.
Establish, develop, and nurture strong, trusted relationships with key stakeholders at GBT, including sales leaders, account managers, and solution consultants.
Evangelize the "better together" story, acting as the primary advocate for the alliance and communicating its value to both internal and partner audiences.
Implement a territory‑level governance model, including regular business reviews, to track performance against KPIs and drive accountability.
Field Enablement (Internal SAP Concur Teams): Design and deliver targeted enablement programs, playbooks, and sales tools for the SAP Concur field organization; conduct training sessions, workshops and office hours to educate the field on the GBT TMC Services value proposition, ideal customer profiles, and joint engagement processes; monitor enablement adoption and impact on pipeline and win rates; iterate content based on field input and real‑world deal experiences.
Partner Enablement (GBT Teams): Develop and execute a comprehensive enablement curriculum to empower GBT sellers to identify, qualify, and co‑sell the integrated SAP Concur solutions; conduct regular training sessions, workshops and office hours on the integrated solutions, value proposition, key differentiators, and the operational process for registering and managing joint opportunities; equip the GBT team with the knowledge and resources needed to confidently position the integrated solutions and handle customer objections.
Education, Experience & Training Required
8+ years of experience in channel sales, partner management, business development, or strategic alliances within a B2B technology environment.
Proven track record of meeting and exceeding significant revenue targets through and with partners.
Bachelor’s degree in business, Marketing, or a related field; MBA is a plus.
Experience using CRM/PRM tools (e.g., Salesforce, Highspot) to manage pipeline and partner performance.
Job Specific Specialized Knowledge & Skills
Deep Channel Sales Acumen: Proven expertise in building and managing a partner‑driven sales pipeline, forecasting accurately, and consistently exceeding revenue targets in a channel model.
TMC Ecosystem Expertise: Strong understanding of the corporate travel industry, the business model of Travel Management Companies (TMCs), and how they go to market. Direct experience working with or for a major TMC is highly preferred.
SaaS & T&E Knowledge: Proficiency in the Travel and Expenses software space. Direct experience with SAP Concur solutions is a significant advantage.
Enablement Program Development: Demonstrated ability to design, build, and deliver effective sales enablement programs and materials (playbooks, training decks) for both internal and external partner audiences.
Relationship & Influence Management: Exceptional ability to build rapport and establish credibility with stakeholders across different organizations, from individual contributors to senior leadership. Skill in influencing without direct authority is critical.
Strategic & Tactical Balance: Ability to develop a high‑level strategic plan for the territory while simultaneously managing the day‑to‑day tactical execution required to achieve results.
Executive Communication: Polished presentation and communication skills, with the ability to articulate complex concepts clearly and persuasively to diverse audiences.
Problem‑Solving in Ambiguity: A "builder" mindset with a proven ability to create structure, process, and success in a new, evolving partnership environment.
Critical Performance Competencies
Entrepreneurial mindset with the ability to build processes in ambiguity.
Collaborative leadership and influence across cross‑functional teams.
Customer‑centric focus with a results‑oriented approach.
Adaptability to changing market conditions and partner feedback.
Preferred location(s)
USA
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Compensation Range Transparency SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step towards demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is $137,300- $294,000 (USD). The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
#J-18808-Ljbffr
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
Job Overview Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Territory Ecosystem Manager for our new strategic alliance with American Express GBT. SAP Concur is the world's leading provider of business services that automate Corporate Expense Management. Established in 1993, Concur's solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions. SAP Concur has established a transformative strategic alliance with American Express Global Business Travel (GBT), creating an industry‑leading integrated solution for travel and expense management. This partnership combines SAP Concur's best‑in‑class spend management platform with GBT's world‑class travel management services to deliver exceptional value, savings, and control to Enterprise and SMB customers. This person plays a pivotal role, responsible for activating and maximizing this alliance within a defined NA region. This is a high‑impact role focused on activating and scaling our joint go‑to‑market (GTM) strategy. The ideal candidate is a strategic thinker and a hands‑on operator who will be responsible for executing across four key pillars: Channel Sales, Channel Development, Field Enablement (for SAP Concur teams), and Partner Enablement (for GBT teams). You will be the central point of contact, responsible for building relationships, driving pipeline, and ensuring the revenue success of this critical partnership.
Responsibilities
Own and exceed the territory’s channel sales quota for the GBT alliance by actively engaging in joint selling activities.
Lead territory planning, strategic account mapping, and pipeline review calls with SAP Concur and GBT sales teams to build a robust, high‑quality sales funnel.
Function as the deal strategist on joint opportunities, providing guidance on the integrated value proposition, competitive positioning, and effective closing strategies.
Manage the rules of engagement and serve as the primary escalation point to resolve channel conflicts and ensure smooth collaboration.
Establish, develop, and nurture strong, trusted relationships with key stakeholders at GBT, including sales leaders, account managers, and solution consultants.
Evangelize the "better together" story, acting as the primary advocate for the alliance and communicating its value to both internal and partner audiences.
Implement a territory‑level governance model, including regular business reviews, to track performance against KPIs and drive accountability.
Field Enablement (Internal SAP Concur Teams): Design and deliver targeted enablement programs, playbooks, and sales tools for the SAP Concur field organization; conduct training sessions, workshops and office hours to educate the field on the GBT TMC Services value proposition, ideal customer profiles, and joint engagement processes; monitor enablement adoption and impact on pipeline and win rates; iterate content based on field input and real‑world deal experiences.
Partner Enablement (GBT Teams): Develop and execute a comprehensive enablement curriculum to empower GBT sellers to identify, qualify, and co‑sell the integrated SAP Concur solutions; conduct regular training sessions, workshops and office hours on the integrated solutions, value proposition, key differentiators, and the operational process for registering and managing joint opportunities; equip the GBT team with the knowledge and resources needed to confidently position the integrated solutions and handle customer objections.
Education, Experience & Training Required
8+ years of experience in channel sales, partner management, business development, or strategic alliances within a B2B technology environment.
Proven track record of meeting and exceeding significant revenue targets through and with partners.
Bachelor’s degree in business, Marketing, or a related field; MBA is a plus.
Experience using CRM/PRM tools (e.g., Salesforce, Highspot) to manage pipeline and partner performance.
Job Specific Specialized Knowledge & Skills
Deep Channel Sales Acumen: Proven expertise in building and managing a partner‑driven sales pipeline, forecasting accurately, and consistently exceeding revenue targets in a channel model.
TMC Ecosystem Expertise: Strong understanding of the corporate travel industry, the business model of Travel Management Companies (TMCs), and how they go to market. Direct experience working with or for a major TMC is highly preferred.
SaaS & T&E Knowledge: Proficiency in the Travel and Expenses software space. Direct experience with SAP Concur solutions is a significant advantage.
Enablement Program Development: Demonstrated ability to design, build, and deliver effective sales enablement programs and materials (playbooks, training decks) for both internal and external partner audiences.
Relationship & Influence Management: Exceptional ability to build rapport and establish credibility with stakeholders across different organizations, from individual contributors to senior leadership. Skill in influencing without direct authority is critical.
Strategic & Tactical Balance: Ability to develop a high‑level strategic plan for the territory while simultaneously managing the day‑to‑day tactical execution required to achieve results.
Executive Communication: Polished presentation and communication skills, with the ability to articulate complex concepts clearly and persuasively to diverse audiences.
Problem‑Solving in Ambiguity: A "builder" mindset with a proven ability to create structure, process, and success in a new, evolving partnership environment.
Critical Performance Competencies
Entrepreneurial mindset with the ability to build processes in ambiguity.
Collaborative leadership and influence across cross‑functional teams.
Customer‑centric focus with a results‑oriented approach.
Adaptability to changing market conditions and partner feedback.
Preferred location(s)
USA
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Compensation Range Transparency SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step towards demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is $137,300- $294,000 (USD). The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
#J-18808-Ljbffr