Territory Ecosystem Manager

1 day ago

Toronto, Canada SAP Full time

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. 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.

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, mainly via coaching of the partners' sales teams. The role also monitors competitor activity and implements strategies with partners to maintain assigned account ownership and mitigate competitor advancement.

Key Areas of Focus
  • Accountable for annual revenue goals established for the territory, managing the sales people of the Partner as though they were SAP sales resources.
  • Responsible for achieving revenue and bookings targets via the partners operating in the territory and leveraging digital hub services.
  • Creates, monitors and reviews revenue generation activities in the assigned territory to generate business via assigned partners.
  • Enables the partner to independently drive business with resources like a partner demand generation plan.
  • Coaches partner to generate demand, manage pipeline, forecast and build recovery plans. Responsible for forecasting in the designated territory.
  • Drives adoption and consumption at territory level with partner teams, ensuring delivery against SAP quality standards.
  • Engages with Partner Manager on Sales Planning and Partner Business Planning for the territory.
  • Triggers and assists partners to consume Digital Services during the sales cycle and in customer success activities.
  • Guides the reporting on sales progress, identifying deviations and engaging in measures to deliver agreed goals with Partner Manager.
What you bring:
  • Profound knowledge in cloud solution areas, especially SAP S/4HANA Public Cloud.
  • Minimum 10 years of experience in sales (Territory/Channel Sales) with a proven track record.
  • Experience in multi-channel go to market models and solution selling through partners.
  • Industry expertise and ability to create and deliver on strategic plans.
  • Business level English.
  • Experience in SME/Volume territory business.
Meet your team:
  • Sales Managers in the assigned territory responsible for managing multiple Partners and achieving targets.
  • Partner coaches ensuring partners drive customer success and develop long-term relationships.
  • Partner Manager counterparts coordinating partner-relevant activities along the Customer Value Journey.

Bring out your best

SAP innovations help customers worldwide work together efficiently and use business insight effectively. SAP is a market leader in business application software and related services. With a commitment to personal development, we help ensure every challenge gets the solution it deserves.

We win with inclusion

SAP’s culture of inclusion and flexible working models ensure everyone feels included and can perform at their best. We believe in unleashing all talent and creating a more equitable world.

SAP is an equal opportunity workplace. We provide accessibility accommodations to applicants with disabilities. For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.

Due to the role's nature involving global interactions, functional proficiency in English is required for positions based in Quebec.

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