Job Responsibilities :
Drive marketing programs to build Payments brand awareness and adoption, including providing direct sales team with collateral and tools
Plan and deliver online campaigns, including email campaigns and placements on com and (url removed) as well as seller and solution provider websites
Create collateral and sales tools for direct sales team and events
Create marketing content for personal and business sections of Payments website, collaborating with designer on layout and graphics
Compile, analyze, and present performance metrics, identifying opportunities to enhance campaigns and improve performance
Work effectively across organizational boundaries to define, manage, and prioritize work
Example
2024 SAP Global Partner Marketing : GSI Strategic Investment April 22, 2024
Purpose
This document presents a recommendation to grow the SAP GSI business in 2024 and beyond through the addition of a global GSI Partner Marketing Manager.
The proposal will leverage the recent incremental partner marketing budget investment of k focused on GSIs, resulting in M in pipeline.
We request leadership approval of the additional investments as soon as possible to maximize impact in 2024.
Background
Enterprise Acceleration through GSIs is a 2024 strategic priority for the SAP Alliance in APO. Leveraging Q4 learnings from triangulating priorities between our Geo Strategic Target list, SAP’s MOVE targets, and GSI House Accounts, AWS will pursue 500 of SAP’s largest on-prem customers.
Proactive engagement with the top 8 GSIs (Client, Client, IBM, Kyndryl, Capgemini, PWC, TCS, Infosys) combined with pre-approved deal thresholds for these must-win customers will increase win rates and deal size.
When co-delivering SAP solutions with a GSI in 2023, the teams saw a 15% increased win-rate over AWS existing 52%. In addition, GSI partners are an essential component to SAP partner marketing, driving 44% of 2023 SAP partner marketing pipeline at an average deal size of k, 3x the deal size for all other non-GSI sources.
Currently, there is missed opportunity to expand this marketing impact in support of the Enterprise Acceleration through GSI strategy.
Problem / Opportunity
SAP Partner Marketing received incremental partner marketing budget of k in April 2024 to drive growth with GSI partners.
We currently do not have headcount to leverage this budget to drive global marketing strategy with GSI partners that supports Enterprise Acceleration through GSIs.
Joint marketing with GSI partners focused on SAP in 2023 was fragmented across geos and included : 1 / activating GSI partner into partner scale marketing programs and 2 / joint event engagement.
The results have been inconsistent with geo marketing and GSI partners asking for marketing strategy alignment at the global level.
In 2023, SAP global partner marketing experimented with a global digital marketing campaign executed through the AMER digital marketing team.
While progress was made, this model required high time commitment from the AWS SAP global PMM and AWS GSI PMM due to the custom nature of working with GSI partners.
As a result, the custom campaign model is not scalable across multiple GSI partners in 2024 with our current headcount.
2024 Global SAP Partner Marketing Investment Recommendation Global SAP GSI PMM (1 HC)
We recommend AWS invest in a PMM to support SAP global GSI marketing strategy and execution with five GSI partners via agency.
The PMM will leverage existing incremental marketing budget of k to drive global SAP marketing strategies with five GSIs including joint messaging, thought leadership assets and co-engagement at 3P events.
AWS SAP geo marketing teams will then leverage global assets to drive local events and digital demand generation with the engaged GSIs, further nurturing leads in the pipeline.
Expected results are 20% increase in SAP GSI marketing performance, totaling 801 opportunities with an expected GSI marketing pipeline of M.
Next steps
Speed of approval on this investment request will ensure activation of this headcount and budget by end of Q2, providing maximum ability to show impact in 2024.
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