Partner Engagement Senior Specialist - Strategic TMC Partners (Global)

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Job Title: Partner Engagement Senior Specialist – Strategic TMC Partners (Global) 
Location: Atlanta, GA (preferred). Other U.S./Canada locations on request. 
Posting: Open to internal and external candidates 
Reporting to : VP, Global TMC Management 

Job Overview: 
Join the worldwide leader in Corporate Travel, Expense and Invoice/AP Management within the SAP Business Network. In this high-impact role, you will own and grow relationships with our most strategic Travel Management Company (TMC) partners. You will drive revenue and results through the Concur Advisor Program, lead day-to-day and executive-level engagement, and independently orchestrate joint go-to-market activities with a strong bias toward action and measurable outcomes. You will collaborate closely with the VP, Global TMC Management and work cross-functionally with Sales, Marketing, Sales Enablement, and the Channel Development Manager to execute joint plans with precision. The role operates frequently at the executive level and requires strong executive presence, stakeholder influence, and boardroom communication skills. 

Key Responsibilities: 

• Drive revenue and results from strategic corporate travel partners in the Concur Advisor Program. 

• Engage TMC executives and sales leaders to build awareness, align on joint priorities, and enable partner sales teams to identify and refer opportunities to Concur. 

• Assist internal Concur sales teams by engaging strategic partners early in the deal cycle to help win opportunities already in motion. 

• Lead executive-level engagement and act as a trusted advisor to partner VP/C-suite stakeholders and internal executives; prepare and deliver executive briefings, joint roadmaps, and decision-ready recommendations. 

• 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 partners go to market. 

• Develop partner product education; develop and update criteria and playbooks for Advisor and sales teams; ensure consistent execution across regions. 

• 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. 

• Coordinate effectively across a diverse organization to execute key initiatives for the Advisor Program; provide clear, data-informed status and recommendations to leadership. 

• Plan and lead the annual Executive Business Review & Technical Summit with key TMC partners; track outcomes and ensure follow-through. 

• Represent Concur at priority industry events (e.g., GBTA Conference, Business Travel Show, SAP Concur Fusion) and manage related partner activities and meetings. 

• Operate with high autonomy while aligning on strategy and priorities with the VP, Global TMC Management; comply with all corporate policies. 

Qualifications: Education, Experience & Training 

• BA/BS or equivalent real-world experience. 

• 5+ years of experience in partner management, channel sales, enterprise sales, presales, or business development; experience with strategic/global TMCs strongly preferred. 

• Knowledge of the corporate travel management sector and/or the SMB finance/ERP software market is required. 

• Demonstrated executive presence with experience engaging VP/C-level stakeholders at partners and internally. 

• Ability to travel approximately 20% (including key industry events). 

Job-Specific Knowledge & Skills 

• Speaks the “travel language”: 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. 

• Proficiency with Salesforce required; experience with SAP Harmony is a plus. 

• Effective communication skills (written, verbal, and presentation); demonstrated negotiation and persuasion skills. 

• Strong stakeholder alignment and expectation-management skills; adept at building commitment across external partners and internal teams with diplomacy and composure. 

• Highly organized, detail-oriented, commercially savvy, and results-focused; disciplined in prioritizing high-impact actions. 

Critical Performance Competencies 

• Communication (written and verbal) 

• Planning and Organizing 

• Attention to Detail 

• Business Acumen 

• Stress Management 

Value Competencies 

• Displays passion for & responsibility to the customer 

• Hires, develops & rewards great people 

• 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 & corporate integrity 

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.  

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Requisition ID: 454801  | Work Area: Sales  | Expected Travel: 0 - 20%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid