Territory Ecosystem Manager

What youll 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 resellersin the Partner-Driven engagement motion. TheTEMcoordinatesall activitieswith the partners to ensure successful closing of opportunities. This is done mainly via coaching of the partners sales teams.Only whenspecificallyrequested by thecustomer or partnerthe TEMisengaged in selling activities with the end customer. The role also monitors competitor activity and implements strategies with partners to maintain assigned account ownership andmitigatecompetitor advancement.

The TEMrole focuses on the following key areas:

• Accountablefor 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 territoryestablishinginnovative approaches to generate business via assigned partners and ensures partners executeaccordingly.

• If requested by thecustomer orPartner 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 adoptionandconsumption (including renewals and upsells) at territory level with partner teams. Drives partners to delivery against SAP quality standards.

• Engages withPartner Manageron Sales Planning and Partner Business Planning for the territory covered and facilitatesoperational supportfor partnerswith the Partner Manager.

• Triggers and assists partners to consume Digital Services as required duringthesalescycle and incustomer success activities.

• Guides the reporting on sales progress throughout the year. Identifiesdeviations from plans and actively engagesin measures to deliver agreed goalswith 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

• Industryexpertise

• Ability to create and deliver on strategic plans

• Business level English

• Business levellocal language

• Experience in SME/Volume territorybusiness

• Localmarket knowledge and understanding

Meet your team:

• Sales Managersin the assigned territory responsible for managingmultiple Partners reselling in their designatedterritory and for achieving targets.

• Partner coachesin the assigned territoryensuringpartnersare equipped to effectivelydrive customer success to develop trusted long-term customer relationships.

• Partner Manager counterparts in the assigned territoryworking closely with Partnersto coordinate all partner-relevant activities alongallstages of the Customer Value Journey.

Skills youll 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