VP Alliances & Channels (EMEA)

WalkMe; Berlin; Vor Ort; EUR 120.000 - 180.000; Vollzeit

Zusammenfassung

WalkMe, the SAP-enabled Digital Adoption Platform, seeks a seasoned VP Alliances & GTM to grow the partner ecosystem across Europe, the Middle East, and Africa. The role focuses on driving partner-led revenue, building alliances with SI/ISV partners, and expanding co-sell programs with the sales team.

You will collaborate closely with Sales and Marketing to execute go-to-market strategies, engage at industry events, and strengthen partner mindshare while representing WalkMe within SAP-driven

Qualifikationen

• 10+ years of Enterprise SaaS Sales and Alliances experience.
• 5+ years of regional experience managing a team of Alliance Sales & GTM managers.
• Experience with Global Systems Integrators, ISV, and Regional Partners.

Aufgaben

• 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 to bring awareness and use of partner integrations.

Kenntnisse

Enterprise SaaS Sales

Alliance sales leadership

GTM strategy

Partner revenue targets

Jobbeschreibung

WalkMe, an SAP company, pioneered the world's leading Digital Adoption Platform, helping organizations navigate change across any application or system. Today it is the platform that drives AI adoption across the enterprise. Enterprise work stays fragmented across applications, and that fragmentation compounds as AI advances. Traditional training and vendor-provided help leave organizations managing change one application at a time. WalkMe guides people through change, brings AI into the flow of work, automates tasks and shows executives how workflows perform. Global leaders including IBM, Nestlé, Thermo Fisher Scientific, and the U.S. federal government trust WalkMe. WalkMe turns AI potential into AI performance.

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

What Sets Us Apart

• SAP Benefits Link: https://jobs.sap.com/content/Benefits/?locale=en_US
• SAP Hiring Process: https://jobs.sap.com/content/Hiring-Process/?locale=en_US
• SAP DEI: https://www.sap.com/about/inclusion.html
• SAP Sustainability: https://www.sap.com/products/sustainability/our-approach.html
• SAP Employee Resource Groups/Employee Network Groups: https://jobs.sap.com/content/Employee-Network-Groups/?locale=en_US

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. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e‑mail with your request to Recruiting Operations Team: [e-mail].

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Please note that any violation of these guidelines may result in disqualification from the hiring process.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.