Territory Ecosystem Manager
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Key skills for this role
About the Role
SAP seeks a Territory Ecosystem Manager to own quota and drive pipeline/revenue through partners in the assigned territory. The role manages the sales cycle with multiple resellers, coaches partner sales teams, and monitors competitor activity.
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
- Coordinate all activities with partners to ensure successful closing of opportunities
- Coach partners' sales teams to improve performance
- 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 with demand generation and resource utilization plans
- 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
- 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
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 (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
- Accountable for annual revenue goals established for the territory.
- 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.
- Enables the partner to independently drive business with demand generation and resource utilization plans.
- Coaches partner to generate demand, manage and progress pipeline, forecast and build recovery plans.
- Drives adoption and consumption (including renewals and upsells) 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 as required.
- Guides the reporting on sales progress throughout the year.
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.
Meet Your Team
- Sales Managers in the assigned territory responsible for managing multiple Partners reselling in their designated territory and for achieving targets.
- Partner coaches in the assigned territory ensuring partners are equipped to effectively drive customer success.
- Partner Manager counterparts in the assigned territory working closely with Partners to coordinate all partner relevant activities.
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