WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

EDUCATION & QULIFICATIONS:

• Bachelor’s degree or higher in suitable field – business process understanding is needed.
• Exceptional communication skills, able to effectively communicate in every environment, including informing and presenting to CxO level.
• Strategic thinker with high degree of creativity and innovation.

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

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 coordinates all activities with the partners to ensure successful closing of opportunities. This is done mainly via coaching of the partners’ sales teams. Only when 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.

EXPECTATIONS AND TASKS

• Partner Relationship Management – Sales leadership over partners SAP business & pipeline.
• Achieve / exceed quota targets in Cloud subscription revenue
• Sales strategies - Develops effective and specific partner plans to ensure revenue target delivery and sustainable growth.
• Develop relationships at new and existing partners and leverage to drive strategy through organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching of partners.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Partner Leadership - Lead designated territory, including accounts, partner relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address industry priorities and pain points.

Demand Generation, Pipeline and Opportunity Management:

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory.

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

CS2X!

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.