Partner Engagement Senior Specialist (SMB)

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, prioritise 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 and Invoice/AP Management within the SAP Business Network. As a Partner Engagement Senior Specialist, you will drive revenue growth with our Concur Travel Program by managing a strategic group of named Travel Management Company (TMC) partners across France, Spain, Italy, Portugal, the U.K., and selected MENA markets in the SMB segment. This is a high-touch, deal- and sales-focused role with a strong bias toward action, rigorous prioritisation, and the ability to focus on what matters most. You will work closely with the Channel Development Manager and internal Sales, Marketing, and Sales Enablement teams to execute partner go-to-market plans.

Key Responsibilities

• Drive revenue and results from corporate travel partners in the Concur Advisor Program (SMB segment).
• Engage with TMC partners to build awareness and train their sales teams on how to identify and refer opportunities to Concur.
• Assist internal Concur sales teams by engaging Advisor Program partners early in the deal cycle to help win in-flight opportunities.
• Sales enablement: create and deliver compelling sales presentations and selling tools with Marketing and Sales Enablement that articulate the value of Concur Services and help our travel partners go to market with Concur.
• Develop partner product education; develop and update criteria and playbooks for Advisor and sales teams.
• Work in partnership with the Channel Development Manager to execute joint business plans and planned marketing activities that increase referrals, pipeline, and wins.
• Encourage and facilitate joint account mapping sessions to identify target prospects and co‑selling opportunities between Concur and partner sales teams.
• Participate in Concur Sales Managers’ team meetings and account reviews to ensure Advisors are properly engaged and to identify opportunities where Advisor support can help Concur win.
• Coordinate effectively across a diverse organisation in the execution of key initiatives for the Advisor Program.
• Define and manage the rules of engagement, serving as the primary escalation point to resolve channel conflicts and ensure seamless collaboration across TMC Partner and internal organisations.
• Maintain disciplined prioritisation across countries and partners; focus on high‑impact deals and actions with measurable business outcomes.
• Operate under moderate to minimal supervision and comply with all corporate policies.

Qualifications: Education, Experience & Training

• BA/BS or equivalent real‑world experience.
• 3–5+ years’ experience in partner management, sales, presales, or business development.
• Knowledge of the corporate travel management sector and/or the SMB finance/ERP software market.
• Ability to travel up to 20% of workdays.
• Existing relationships in the business travel community and proven success aligning with partner sales functions.

Job‑Specific Knowledge & Skills

• Familiarity with PNR, GDS, OBE, TMC, NDC, fare rules/ticketing, and mid‑/back‑office processes.
• Understanding of the corporate travel sector, including GDS integration with online booking technology, APIs, Web Services, and interconnectivity between financial systems and cloud architectures.
• Excellent Salesforce skills required; knowledge of SAP Harmony is a strong benefit.
• Effective communication skills (written, verbal, and presentation).
• Demonstrated presentation, negotiation, and persuasion skills.
• Analytical skills for the development of offers and compelling business cases.
• Strong personal drive for self‑and business improvement.
• Strong stakeholder alignment skills: adept at setting and managing expectations and building commitment across external TMC’s and internal sellers/stakeholders with diplomacy, tact, and composure.
• Highly organised, detail‑oriented, and commercially savvy; resilient, results‑driven, and able to prioritise the essentials.

Languages

• Excellent English.

Critical Performance Competencies

• Communication (written and verbal)
• Planning and Organising
• Attention to Detail
• Business Acumen
• Stress Management

Value Competencies

• Displays passion for and responsibility to the customer
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal and corporate integrity

Collaboration

Partner closely with the Channel Development Manager (overall travel partner strategy) to execute the partner strategy and key initiatives for the SMB segment.

Equal Employment Opportunity

Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. Successful candidates might be required to undergo a background verification with an external vendor.