Senior Manager, SAP GTM & Partner Development, AWS Specialist And Partner Organisation

Senior Manager SAP Go-To-Market And 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