SAP Concur- Senior Channel Sales Executive, AMEX GBT

SAP•Burlington, MA

7d•$137,300 - $294,000•Hybrid

About The Position

Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Sr. Channel Sales Executive for our new strategic alliance with American Express GBT. SAP Concur is the world's leading provider of business services that automate Corporate Expense Management. Established in 1993, Concur's solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions. SAP Concur has established a transformative strategic alliance with American Express Global Business Travel (GBT), creating an industry-leading integrated solution for travel and expense management. This partnership combines SAP Concur's best-in-class spend management platform with GBT's world-class travel management services to deliver exceptional value, savings, and control to Enterprise and SMB customers. The Sr. Channel Sales Executive is the pivotal role responsible for activating and maximizing this alliance within a defined NA region. This is a high-impact role focused on activating and scaling our joint go-to-market (GTM) strategy. The ideal candidate is a strategic thinker and a hands-on operator who will be responsible for executing across four key pillars: Channel Sales, Channel Development, Field Enablement (for SAP Concur teams), and Partner Enablement (for GBT teams). You will be the central point of contact, responsible for building relationships, driving pipeline, and ensuring the revenue success of this critical partnership.

Requirements

8+ years of experience in channel sales, partner management, business development, or strategic alliances within a B2B technology environment.
Proven track record of meeting and exceeding significant revenue targets through and with partners.
Bachelor’s degree in business, Marketing, or a related field; MBA is a plus.
Experience using CRM / PRM tools (e.g. Salesforce, Highspot) to manage pipeline and partner performance.
Ability to pass a background check
Deep Channel Sales Acumen: Proven expertise in building and managing a partner-driven sales pipeline, forecasting accurately, and consistently exceeding revenue targets in a channel model.
TMC Ecosystem Expertise: Strong understanding of the corporate travel industry, the business model of Travel Management Companies (TMCs), and how they go to market. Direct experience working with or for a major TMC is highly preferred.
SaaS & T&E Knowledge: Proficiency in the Travel and Expense software space. Direct experience with SAP Concur solutions is a significant advantage.
Enablement Program Development: Demonstrated ability to design, build, and deliver effective sales enablement programs and materials (playbooks, training decks) for both internal and external partner audiences.
Relationship & Influence Management: Exceptional ability to build rapport and establish credibility with stakeholders across different organizations, from individual contributors to senior leadership. Skill in influencing without direct authority is critical.
Strategic & Tactical Balance: Ability to develop a high-level strategic plan for the territory while simultaneously managing the day-to-day tactical execution required to achieve results.
Executive Communication: Polished presentation and communication skills, with the ability to articulate complex concepts clearly and persuasively to diverse audiences.
Problem-Solving in Ambiguity: A "builder" mindset with a proven ability to create structure, process, and success in a new, evolving partnership environment
Entrepreneurial mindset with the ability to build processes in ambiguity.
Collaborative leadership and influence across cross-functional teams.
Customer-centric focus with a results-oriented approach.
Adaptability to changing market conditions and partner feedback.

Nice To Haves

MBA is a plus.
Direct experience working with or for a major TMC is highly preferred.
Direct experience with SAP Concur solutions is a significant advantage.

Responsibilities

Own and exceed the territory’s channel sales quota for the GBT alliance by actively engaging in joint selling activities.
Lead territory planning, strategic account mapping, and pipeline review calls with SAP Concur and GBT sales teams to build a robust, high-quality sales funnel.
Function as the deal strategist on joint opportunities, providing guidance on the integrated value proposition, competitive positioning, and effective closing strategies.
Manage the rules of engagement and serve as the primary escalation point to resolve channel conflicts and ensure smooth collaboration.
Establish, develop, and nurture strong, trusted relationships with key stakeholders at GBT, including sales leaders, account managers, and solution consultants.
Evangelize the "better together" story, acting as the primary advocate for the alliance and communicating its value to both internal and partner audiences.
Implement a territory-level governance model, including regular business reviews, to track performance against KPIs (Key Performance Indicators) and drive accountability.
Design and deliver targeted enablement programs, playbooks, and sales tools for the SAP Concur field organization.
Conduct training sessions, workshops and office hours to educate the SAP Concur field organization on the GBT TMC Services value proposition, ideal customer profiles, and joint engagement processes.
Monitor enablement adoption and impact on pipeline and win rates; iterate content based on field input and real-world deal experiences.
Develop and execute a comprehensive enablement curriculum to empower GBT sellers to identify, qualify, and co-sell the integrated SAP Concur solutions.
Conduct regular training sessions, workshops and office hours on the integrated SAP Concur solutions, value proposition, key differentiators, and the operational process for registering and managing joint opportunities.
Equip the GBT team with the knowledge and resources needed to confidently position the integrated solutions and handle customer objections.