VP Alliances & Channels (EMEA) in Berlin

WalkMe, an SAP company, pioneered the Digital Adoption Platform (DAP) to enable business leaders to fully harness technology in today's complex digital landscape. By leveraging WalkMe's features—guidance, engagement, insights, and automation—employees boost efficiency, executives gain greater visibility into digital usage, and organizations maximize their digital assets, driving successful digital transformation. Together, SAP and WalkMe form a powerful partnership that revolutionizes the digital transformation journey. This collaboration allows businesses to unlock the full potential of SAP's robust ERP solutions while seamlessly enhancing user experience and productivity with WalkMe's intuitive digital adoption platform.

This role is with SAP, supporting WalkMe. The VP Alliance & Channels is responsible for developing and growing WalkMe’s new and existing partner ecosystems across the EMEA region, implementing go-to-market strategies, managing relationships with key partners, and driving revenue growth through the partner network. This role involves close collaboration with internal Sales and Marketing teams.

What You'll Own

• Build and expand networks of channel partners, system integrators, and technology alliances across the EMEA region.
• Own and deliver partner-sourced and partner-influenced revenue targets across EMEA.
• Develop strategic partners to use their platform to create opportunities with their customers and achieve revenue targets.
• Manage the approach and go-to-market plan with current and potential partners.
• Team up with Sales to lead account mapping and co-sell opportunities.
• Partner with Sales and Marketing teams to bring awareness and the use of partner integrations that enhance results for WalkMe, partners, and clients.
• Work with our Sales Enablement team to build alliance sales capacity within our Sales team.
• Represent WalkMe at industry events, partner summits, and executive briefings to strengthen brand presence and partner mindshare.

What You Need to Succeed

• Minimum 10+ years of Enterprise SaaS Sales and Alliances experience, with a demonstrable track record of building and scaling partner-led revenue.
• 5+ years of regional experience managing a team of Alliance Sales & GTM managers.
• Experience managing relationships with Global Systems Integrators, ISV, and Regional Partners with proven success.
• Strong commercial acumen with experience owning partner revenue targets.
• Deep understanding of the EMEA partner landscape and cultural nuances across key markets including MEE.
• Knowledge of partner ecosystems and experience establishing relationships that are advantageous for WalkMe.
• Knowledge and experience developing and implementing Partner Programs.
• Knowledge to recognize and grow joint value propositions and use cases.
• Analyze and implement resolutions to problems that align to impacted teams.
• Technical background and contract negotiation experience is desirable.
• Significant focus on revenue generation through partnerships.

This role is with SAP, which means you'll be joining SAP as an employee while supporting WalkMe products.

We win with Inclusion. SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities.