Technology Partner Manager - Coupa & SAP

Stellenbeschreibung:

About the role

Pactum is looking for a commercially minded Technology Partner Manager to drive revenue through our SAP and Coupa relationships. This role sits at the intersection of consultative selling, solution positioning, and partner development — ideal for someone who has sold into or alongside enterprise procurement platforms and knows how to turn technology partnerships into closed business.

You won't just manage relationships — you'll actively work deals. You will engage SAP and Coupa field teams, mobilize their broader partner ecosystems (SIs, consultancies, complementary ISVs), and embed yourself in active sales cycles to position Pactum where procurement buying decisions are being made. Your success will be measured by pipeline created, deals influenced, and revenue closed through partner-driven motions.

This is an individual contributor role with meaningful growth potential as Pactum's partner function scales.

What you'll be doing

Commercial partner engagement: Own the SAP and Coupa relationships with a commercial lens — building trust with field sales teams, solution leads, and partner managers who influence real procurement deals. Make Pactum the solution they think of when their customers need autonomous negotiation.

Ecosystem selling: Develop relationships across the SAP and Coupa partner ecosystems — global and regional SIs (Accenture, Deloitte, IBM, Wipro), procurement consultancies, and adjacent technology vendors — and convert those relationships into active co-sell and referral motions.

Deal-level involvement: Work directly alongside Pactum's Sales and Solutions Consulting teams on active opportunities. Bring partner leverage, platform credibility, and ecosystem influence into deals to accelerate cycles and improve win rates.

Joint go-to-market execution: Build and run go-to-market plays with SAP, Coupa, and ecosystem partners — including joint value propositions, co-branded campaigns, and coordinated account targeting — that generate qualified pipeline.

Pipeline and revenue accountability: Own partner-sourced and partner-influenced pipeline targets. Run structured cadences with SAP, Coupa, and key ecosystem partners focused on opportunity creation, progression, and close.

Partner enablement and playbooks: Create practical engagement models and partner playbooks that make it easy for SAP and Coupa field teams and ecosystem partners to position and sell alongside Pactum.

Cross-functional coordination: Connect SAP, Coupa, and their ecosystem partners with Pactum's Product, Engineering, Marketing, Professional Services, and Customer Success teams to ensure delivery matches what's been sold and integration requirements are met.

Market and competitive intelligence: Stay close to SAP and Coupa platform strategies, partner program changes, competitive dynamics, and integration trends. Feed actionable insights back to Product and Sales leadership.

Performance tracking: Monitor partner contribution across pipeline, deal influence, and revenue. Report on what's working, course-correct what isn't.

What we think it takes to succeed

5–7+ years in B2B technology sales, channel sales, solutions consulting, or partner‑driven business development, ideally in procurement, supply chain, or enterprise SaaS.
Direct experience working with or selling alongside SAP and/or Coupa as a partner, within their ecosystems, at an SI, or in a consulting capacity.
A consultative selling mindset. You understand how enterprise procurement decisions get made and how to position technology within those conversations.
Familiarity with the SAP and Coupa partner ecosystems, including major SIs, consulting firms, and ISVs that shape platform adoption.
Demonstrated ability to generate and close pipeline through partner and ecosystem engagement — not just manage relationships.
Strong executive communication skills with credibility in front of senior stakeholders at large platform organizations, SIs, and enterprise customers.
Experience with CRM tools such as Salesforce.
Comfort operating in a high‑growth startup where you'll need to build process, not just follow it.
High ownership, low ego — you chase outcomes, navigate ambiguity, and don't wait for permission.
Resilience in managing complex, multi‑party commercial conversations across SAP, Coupa, and their respective ecosystems simultaneously.
Willingness to travel and work across international teams.