Territory Ecosystem Manager (TEM) - Expert

Job Description

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 Territory Ecosystem Manager (TEM) owns the quota on a defined territory and is responsible for building and driving associated pipeline and revenue through partners.

The TEM is responsible for managing the sales cycle through authorised SAP Sell Partners in the Partner-Driven engagement motion.

The TEM is responsible for pipeline build within their territory, including working with Partners, SAP marketing and Sales Development Executives.

The objective is to coach the partner sales teams on building a productive pipeline as well as maximising the revenue via active engagements on selected opportunities. The TEM is also responsible for forecasting, deal management and hygiene in the territory.

Main Responsibilities:

1. Accountable for annual pipeline generation, revenue and booking, and consumption targets established for the territory.
2. The TEM can be considered a sales manager for the territory and is responsible for managing end-to-end pursuits via partners. Overall Territory planning and demand and sales execution across the territory.
3. Responsible for territory forecasting, deal hygiene, deal progressing and maintaining quarterly and annual waterfall reporting.
4. Creates, monitors and reviews revenue generation activities in the assigned territory, establishing innovative approaches to generate business
   • via SAP and Partner marketing-led programs and campaigns
   • Sales-led programs executed with and through with partners targeting specific accounts and clusters of accounts.
5. Engages with Partner Manager on Sales Planning and Partner Business Planning for the territory covered and facilitates operational support for partners with the Partner Manager.
6. Drives adoption and consumption (including renewals and upsells) at the territory level with partner teams.
7. Triggers and assists partners to consume Digital Hub Services, including solution and customer value advisory services, as required during the sales cycle and in customer success activities.
8. Coaches partner to generate demand, manage and progress the pipeline, forecast and, where needed, to build recovery plans.
9. When requested by the partner, supports partner sales teams in interaction with prospects to position the value of the respective solution as supported by ROI, business case development, references, and supporting analyst data.

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

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
• Knowing or having 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

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: Careers@sap.com.

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: 444367 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid