Territory Ecosystem Manager (TEM) - Canada

at  SAP

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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.

The TEM role focuses on the following key areas:

• Accountable for 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 territory, establishing innovative approaches to generate business via assigned partners and ensures partners execute accordingly.
• If requested by the customer or Partner, 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 adoption and consumption (including renewals and upsells) at territory level with partner teams. Drives partners to delivery against SAP quality standards.
• 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.
• Triggers and assists partners to consume Digital Services as required during the sales cycle and in customer success activities.
• Guides the reporting on sales progress throughout the year. Identifies deviations from plans and actively engages in measures to deliver agreed goals with Partner Manager.