Latin America Ecosystem Development - SAP Business Suite …, Buenos Aires

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Candidates can be located outside Chile, Peru and Colombia

Your role will be instrumental in shaping a healthy, scalable, and high-performing partner ecosystem for SAP Business Suite, with a strong focus on Supply Chain Management (SCM). You will guide partner investments in SAP solutions, including SCM, Data, Business Technology Platform, and Artificial Intelligence (AI), while influencing partners to strengthen their sales motions, co-innovation initiatives, implementation capabilities, and industry specialization.

This role requires a leader who combines strong channel and ecosystem development expertise with a solid understanding of supply chain and industrial business processes. The ideal candidate will be passionate about how businesses operate across planning, manufacturing, logistics, procurement, fulfilment, and supply chain transformation, and capable of helping partners position SAP’s value through a business-process and industry lens, not just a product lens.

You will also play a key role in building community across the partner ecosystem, strengthening trust-based relationships, increasing ecosystem cohesion, and creating a clear development plan that leverages partner strengths as part of a broader, connected ecosystem strategy.

Additionally, you will ensure strong coordination with SAP’s account teams, market unit partner leaders, and the broader general partner network to support execution across the full customer value journey.

This role directly reports into the Regional Leader for the PES Ecosystem Development Team, but is primarily Market Unit (LAC: Mexico, Brazil, and Multi-Countries) focused in its scope. Specifically, it will primarily support the SCM Line of Business leaders and the Market Unit PBMs and CPOs.

Ecosystem Development

This role will lead ecosystem growth for SAP Business Suite with a focus on Supply Chain Management across Latin America, building partner coverage, capability, and specialization to accelerate indirect revenue growth.

Responsibilities

The role is responsible for identifying white space, driving ecosystem programs @analigned with regional GTM priorities, and improving partner readiness to support execution across the full customer value journey. This includes a strong focus on:

- Supply Chain process credibility
- AI-led value positioning
- Industry-led partner development
- Indirect pipeline creation
- Quality and scalability of partner coverage

The goal is not only expansion of qualified partners, but the creation of a stronger, more specialized, and more effective SCM ecosystem across Latin America. Success in this role requires strong ecosystem thinking, the ability to influence across matrixed teams, executive-level relationship skills, and experience driving partner-led business growth in complex regional markets.

Expectations & Tasks

- Understand and align solution, sales, and partner GTM strategies across SAP Business Suite and SCM priorities for Latin America.
- Assess the current partner landscape and maintain a solution- and industry-specific partner heatmap to provide a holistic view of strengths, gaps, market opportunities, and white space across the region.
- Articulate white space and provide guidance on partner recruitment, development, and expansion to build the best coverage model by geography, industry, and capability.
- Build and execute a clear ecosystem development plan that strengthens the partner network as an integrated whole, not just through isolated recruitment efforts.
- Act as a strategic advisor to partners to improve their win rates, grow their SAP business, and increase their ability to position and deliver SAP SCM solutions.
- Increase partner capability in sales, presales, and implementation readiness through enablement, coaching, and strategic development.
- Help partners strengthen their ability to engage in business-process-led and industry-led conversations, especially in areas such as planning, manufacturing, logistics, procurement, fulfillment, and AI-enabled supply chain transformation.
- Build stronger community and collaboration across the SCM partner ecosystem in Latin America, creating scalable forums, engagement cadences, and best-practice sharing to improve trust, alignment, and ecosystem maturity.
- Act as a strategic advisor to SAP sales teams, promoting the right partners, evangelizing channel best practices, and gathering and actioning structured field feedback.
- Provide partner recommendations to increase SAP win rates by ensuring the best-fit partner is engaged early based on industry relevance, capability, and execution readiness.
- Drive ongoing partner performance tracking and business analysis, including ecosystem health, capability maturity, pipeline influence, and indirect revenue contribution.
- Function as the main point of contact for regional and global sales, solution, and customer engagement teams within SAP as it relates to the coordination, development, and articulation of the SCM partner ecosystem.
- Develop scalable programs to reach, upskill, and activate partners on SAP Business Suite and ERP Cloud SCM priorities.

Work Experience

- 7-10 years of overall business experience with at least 3 years’ experience in Cloud ERP business-related roles
- Strong experience in ecosystem development, channel strategy, partner business development, alliances, or indirect sales.
- Proven track record of building and strengthening partner ecosystems in complex, multi-country environments.
- Strong understanding of Supply Chain Management business processes and/or demonstrated passion for industrial transformation and operational excellence.
- Experience in or exposure to industries where SCM is a strategic priority, such as manufacturing, retail, consumer products, wholesale distribution, logistics, industrial products, life sciences, or automotive.
- Functional knowledge of Sales, Marketing, Business Development, and Delivery.
- Understanding of the principles of solution and cloud selling through partners.
- Knowledge of or successful experience in multi-channel go-to-market models.
- Strong knowledge and understanding of partner dynamics, ecosystem economics, and capability development.
- Proven ability to operate credibly in strategic conversations with senior partner stakeholders, including whitespace analysis, business planning, and trust-based relationship building.
- Effective communication and virtual presentation skills at an executive level.
- High energy, bringing innovative ideas to the team and championing best practices.
- Proven capability to work collaboratively in a team environment, with strong independent accountability.
- Strong local market knowledge and understanding of the software industry, regional trends, and vertical market dynamics in Latin America.
- Business-level English and Spanish required; Portuguese strongly preferred.

Education And Qualifications / Skills And Competencies

- BA or higher degree in IT, Business, Supply Chain, Engineering, Economics, or another related field, or equivalent work experience.
- Highly developed communication, leadership, and influencing skills.
- Strong sales and operational capability, with the ability to analyze business performance and ecosystem effectiveness.
- Ability to operate effectively in a complex matrix environment.
- Strong value system for building trust, alignment, collaboration, and long-term engagement across the organization and the partner ecosystem.
- Strong analytical capability to assess partner strengths, gaps, specialization areas, and market opportunities.
- Ability to create structure and clarity in ambiguous environments, translating ecosystem complexity into clear, actionable plans.
- Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency, and leadership.

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