Territory Ecosystem Manager (TEM)

Overview 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.

Key Responsibilities & Tasks The TEM is a generalist who will be working in conjunction with the Partners, PBMs and Partner Digital Acceleration Managers. The TEM is responsible for revenue and opportunities in partner‑driven accounts below a specific turnover threshold defined in the GTM for the MU/Region. The objective is to coach the partner sales teams on building a productive pipeline as well as maximizing revenue via active engagements on selected opportunities. The TEM is also responsible for forecasting in the territory.

Main Responsibilities

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

Aligns with PBMs on Sales Planning & Partner Business Planning for the territory covered.

Responsible for creation, monitoring and review of revenue generation activities in the territory. Establishes innovative approaches to generate business via assigned partners and ensures partners execute these accordingly.

Responsibility for KPI achievement.

When requested by partner, supports partner sales reps in interaction with prospects to position the value of the respective solution as supported by ROI, business case development, references, and supporting analyst data. TEM is responsible for bringing in other SAP pooled resources if required to support the sales cycle, in close coordination with the Partner Digital Acceleration Manager.

Takes on responsibility for a high conversion rate between pipeline to deal closure, shortening the sales cycle and improving the win rate to achieve volume business. Be an expert on the competition within the assigned territory. Understand competitive threats (e.g., how to beat the competition).

Supports deal closure in respective territories, especially with SAP executive presence in deal closure (if requested by Partner).

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.

Generally, focuses on volume segment and ensures alignment with Partner Business Managers.

Monitors the effective and appropriate use of SAP resources and assets (e.g., Presales).

Guides reporting on sales progress throughout the year; identifies deviations from plans agreed and actively engages in measures to deliver agreed goals with PBM.

Experience & Educational Requirements

Profound knowledge in one or several SaaS solution areas, esp. S/4 Public Cloud.

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

Proven sales track record.

Knowledge or successful experience in multi‑channel go‑to‑market models.

Understanding the principles of solution selling through and with partners.

Industry expertise.

Ability to create and deliver on strategic plans.

Business‑level English: yes.

Business‑level local language: yes.

Experience in SME/Volume territory business.

Local market knowledge and understanding.

Education

Bachelor or Master Degree.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), 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.

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