Territory Ecosystem Manager

Responsible for achieving his/her 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 his/her 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 of 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).

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 the reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver agreed goals with PBM.

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.

Education.

Bachelor or Master Degree.

Bring out your best

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Job skills required: English, SAP