CRN 2017 Women of the Channel Details

Emer Neville

Director of General Business Expertise, SAP

Location: Galway, Ireland, n/a


Number of years in current position: 1

Number of years involved with indirect sales: 8

Twitter Handle: @EmerNeville

Fun Facts:

Enjoys public speaking
Has an advanced degree
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Can ride a motorcycle
Always wanted to be an Olympian

Biography and Background:
Emer leads the crosspollination of best practices within the Global Channels & General Business Organization within SAP. Working with the SAP channel for the past eight years in a variety of capacities, Emer has led realignments of resources to focus on equipping partners with digital marketing and sales motions, managed virtual teams around the world, designing and redesigning innovative components of our partner program and benefits. Emer is now leading an area of the business which focuses on the extrapolation & rapid deployment of business techniques which help our channel teams and partners to become more agile, more competitive and to provide our customers with a best in class experience. Prior to working in this role, Emer worked as part of the Partner Service Delivery organization heading up the business models area focused on channel activation, digital marketing & sales motions.

How have you personally helped advance your company's channel business over the past year?
I led a project team of professionals across multiple areas of our business to redesign & simplify the way in which we offer value add services to our channel partners through the SAP PartnerEdge Program. Our key team focus was to maximize the value of the services we offer partners in our ecosystem, and make it as easy for them to consume as online shopping. After proving the concept with our existing infrastructure, we launched the Partner Benefits Catalog run on SAP Hybris, which is a one stop shop packed with the benefits they receive as a valued member of PartnerEdge, revenue boosting programs exchangeable by their accrued Marketing Development Funds, and premium offerings available for purchase. In its first year of availability, over 3,300 partners are using the Partner Benefits Catalog with 8,000 services delivered to partners in the areas of pre-sales, sales, marketing & customer retention. In 2016, our SAP channel partners utilised over 4m of their marketing development funds on out of the box demand generation programs built for attracting new customers.

What are your goals for your company's channel business over the next year?
Our organizational goal is to continue to develop our channel ecosystem to offer a seamless customer experience across our entire solution portfolio. Our teams have launched new partnering business models, like Cloud Choice which support our partners in growing a consistent revenue model, while helping them to expand their business and profitability with SAP's SME portfolio. My goal is to share best practices across the world to enable SAP and our partners more opportunity, more market success and successful customers. Key to this is continuous innovation & enhancement of our partner programs, acceleration initiatives and our solution portfolio.

What honors, awards or commendations have you won over the past year?
The SAP Global Channels President's Office created a talent development initiative in 2016, where employees from the channels teams could apply to be assigned to lead a key strategic project on behalf of the leadership team. I was chosen to provide a redesign proposal for the Marketing Development Funds program to make it more effective for our channel partners. After qualifying to present at a global leadership meeting, I was honored to be voted as top project of the worldwide initiative. I remain part of the core team who are implementing and continuing to innovate our MDF program

Outside of your family, please name a woman you admire and why:
As a proud Irishwoman and millennial, I was born into a country which elected Mary Robinson as our first female president. Like many of my peers in Ireland, I grew up watching Mary Robinson campaign for strengthening the position of women not just in Ireland, but across the world. She left the presidency to become UN High Commissioner for Human Rights and presided over the World Conference against Racism. When receiving her Presidential Medal of Freedom, President Obama thanked her for "illuminating a better future for our world". She certainly paved a better future for the women of Ireland.

What advice would you give to young women who want to begin careers in technology?
It's a fantastic and enthralling industry so immerse yourself in all aspects of the business, especially outside of your own role. Keep yourself and your team relevant by continuously reviewing your own output to ensure you are aligned with the company vision. You will be surrounded by people from a wide range of cultures who are experts at what they do, I have found learning in this environment is the best education any professional can get. Curiosity, hard work and dedication goes a long way towards achieving your goals. Use every challenge as an opportunity to learn something new

If you could be any movie character for one day in real life, who would you be and why?
It would have to be Sherlock Holmes. The character always impressed me pioneering the arts of observation, intuition and deduction as keys to solving any problem. Sticking to facts & logic in the midst of any situation is critical to providing a rational solution, but combined with an emotionally intelligent approach is transferrable to any business or political situation. SAP is famous for working with our customers to solve business problems and many of our most successful customer partnerships have been generated from years of industry observations and best practices.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
San Francisco. I've always wanted to go there and never took the time. Besides the obvious geographical and social attractions, the city has built a unique liberalist reputation pioneering a harmonious work/life balance for its people. The southern bay area is irrefutably the hub of all things tech and I'd love to spend some time immersing myself in the start-up culture.

Unedited Content Provided By Participants