Territory Ecosystem Manager

We help the world run better At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

What you'll do: The Territory Ecosystem Manager (TEM) owns the quota on a territory and is responsible for driving associated pipeline and revenue (including post sales success revenue)

through partners

. The TEM is responsible for managing the sales cycle with multiple resellers

in the Partner-Driven engagement motion

. The

TEM

coordinate

s

all activities

with the partners to ensure successful closing of opportunities. This is done mainly via coaching of the partners' sales teams.

Only w

hen

specifically

requested by the

customer or partner

,

the TEM

is

engaged in selling activities with the end customer. The role also monitors competitor activity and implements strategies with partners to maintain assigned account ownership and

mitigate

competitor advancement

.

The TEM

role focuses on the following key areas: Accountab

le

for annual revenue goals established for the territory. The TEM can be considered a sales manager for the territory as he/she is managing the sales people of the Partner as though these were SAP sales resources.

Responsible for achieving revenue and bookings targets via the partners operating in the territory and leveraging the digital hub services

.

Creates, monitors and reviews revenue generation activities in the assigned territory

,

establishing

innovative approaches to generate business via assigned partners and ensures partners execute

accordingly.

I

f requested by the

customer or

Partner, the TEM contacts customers and participates in relevant selling activities (in compliance with SAP Channel Operations policies).

Enables the partner to independently drive business with the following resources:

Partner demand generation plan to build a business pipeline

Partner resource utilization plan so partners have full access to and are utilizing SAP resources, tools and methodologies

Coaches partner to generate demand, manage and progress pipeline, forecast and, where needed, to build recovery plans. Responsible for forecasting in the designated territory

.

Drives adoption

and

consumption (including renewals and upsells) at territory level with partner teams. Drives partners to delivery against SAP quality standards.

Engages with

Partner Manager

on Sales Planning and Partner Business Planning for the territory covered and f

acilitate

s

operational support

for partners

with the Partner Manager.

Triggers and assists partners to consume Digital Services as required during

the

sales

cycle and in

customer success activities.

Guides the reporting on sales progress throughout the year

. Identifies

deviations from plans and actively engag

es

in measures to deliver agreed goals

with Partner Manager.

What you bring: Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA Public Cloud

Minimum 10 years of experience in sales (Territory/Channel Sales)

Proven sales track record

Knowing or having successful experience in multi-channel go to market models

Understanding the principles of solution selling through and with Partners

Industry

e

xpertise

Ability to create and deliver on strategic plans

Business level English

Business level

[

local language

]

Experience in SME/Volume territory

b

usiness

[

Local

]

market knowledge and understanding

Meet your team: Sales Manager

s

in the assigned territory responsible for managing

multiple Partners reselling in their designated

territory and for achieving targets.

Partner coaches

in the assigned territory

ensuring

partners

are equipped to effectively

drive customer success to develop trusted long-term customer relationships

.

Partner Manager counterparts in the assigned territory

working closely with Partne

rs

to coordinate all partner-relevant activities alon

g

all

stages of the Customer Value Journey.

Skills you’ll use: Professional Skills Accountability Business Acumen Sales Process Customer Orientation Value Management Effective Communication Influencing Skills Tech Industry & SAP General Skills Software as a Service (SaaS) SAP Cloud Suite Portfolio Cloud Strategy RISE and GROW with SAP Role Specific Skills Business Planning Sales Forecasting Full-Cycle Sales Sales Pipeline Channel Management Strategic Planning Sales Territory Management Partner Relationship Management Negotiation Account Governance Relationship Building English:

advance - fluent Travel expectation:

50% If you are interested in applying to the role please apply with your english resume/CV.

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.

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: Ver o e-mail no euspert.app.

For SAP employees: Only permanent roles are eligible for the

SAP Employee Referral Program

, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity,

gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

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.

Requisition ID: 454980

| Work Area: Sales

| Expected Travel: 0 - 10%

| Career Status: Professional

| Employment Type: Regular Full Time

| Additional Locations:

#LI-Hybrid