Territory Ecosystem Manager
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Key skills for this role
About the Role
SAP seeks a Territory Ecosystem Manager to own territory quota, drive pipeline and revenue through partners, and manage the sales cycle with multiple resellers. The role involves coaching partner sales teams, monitoring competitor activity, and ensuring successful deal closure.
Key Skills for This Role
Responsibilities
- Own the quota on a territory and drive associated pipeline and revenue through partners.
- Manage the sales cycle with multiple resellers in the Partner Driven engagement motion.
- Coach partners' sales teams to ensure successful closing of opportunities.
- Monitor competitor activity and implement strategies with partners to maintain account ownership.
- Create, monitor, and review revenue generation activities in the assigned territory.
- Enable partners to independently drive business using SAP resources, tools, and methodologies.
- Drive adoption and consumption (including renewals and upsells) at territory level with partner teams.
- Engage with Partner Manager on Sales Planning and Partner Business Planning.
- Guide reporting on sales progress and identify deviations from plans.
Requirements
- Minimum 5 years of experience in sales (Territory/Channel Sales)
- Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA Public Cloud
- Proven sales track record
- Understanding of multi channel go to market models
- Understanding of solution selling through and with Partners
- Industry expertise
- Ability to create and deliver on strategic plans
- Native level English
- Experience in SME/Volume territory business
- Southern Africa market knowledge and understanding
Full Job Posting
Role Overview
- The Territory Ecosystem Manager (TEM) owns the quota on a territory and is responsible for driving associated pipeline and revenue through partners.
- The TEM manages the sales cycle with multiple resellers in the Partner Driven engagement motion and coordinates activities with partners to ensure successful closing of opportunities.
Key Responsibilities
- Accountable for annual revenue goals established for the territory.
- Responsible for achieving revenue and bookings targets via partners and leveraging digital hub services.
- Creates, monitors, and reviews revenue generation activities in the assigned territory.
- Enables partners to independently drive business with demand generation and resource utilization plans.
- Coaches partners to generate demand, manage pipeline, forecast, and build recovery plans.
- Drives adoption and consumption at territory level with partner teams.
- Engages with Partner Manager on Sales Planning and Partner Business Planning.
- Triggers and assists partners to consume Digital Services during sales cycle and customer success activities.
- Guides reporting on sales progress and identifies deviations from plans.
What You Bring
- Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA Public Cloud.
- Minimum 5 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.
- Industry expertise.
- Ability to create and deliver on strategic plans.
- Native level English, Afrikaans is a plus.
- Experience in SME/Volume territory business.
- Southern Africa market knowledge and understanding.
About SAP
- SAP innovations help more than four hundred thousand customers worldwide.
- SAP is a market leader in end to end business application software and related services.
- SAP is committed to inclusion, health, and flexible working models.
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