Territory Ecosystem Manager (TEM)

at  SAP

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.

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
• Role is based in SG.

EDUCATION

• Bachelor equivalent: yes
• Master equivalent: yes
• MBA / Ph.D: no

KEY RESPONSIBILITIES & TASKS

The TEM is a generalist who will be working in conjunction with the Partners, PBMs and Partner Digital Acceleration Managers. The TEM is responsible for revenue and opportunities in partner-driven accounts below a specific turnover threshold defined in the GTM for the MU/Region. The objective is to coach the partner sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities. The TEM is also responsible for forecasting in the territory.

MAIN RESPONSIBILITIES:

• 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)
• 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.
• 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.