Territory Ecosystem Manager; TEM - West

Territory Ecosystem Manager (TEM) - West

We help the world run better. At SAP, we keep it simple: you bring your best to us, and we’ll bring out the best in you. We’re builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what’s next. The work is challenging, but it matters. You’ll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What’s in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Location:

This position may be located anywhere in the West, in the proximity of an SAP office.

The Territory Ecosystem Manager (TEM) owns the quota on a territory and is responsible for driving the associated pipeline and revenue (including post sales success revenue) through partners. The TEM manages the sales cycle with multiple resellers in the Partner‑Driven engagement motion and coordinates all partner activities to ensure successful closing of opportunities via coaching of partner sales teams. The TEM monitors competitor activity and implements strategies with partners to maintain assigned account ownership and mitigate competitor advancement.

• Accountable for annual revenue goals established for the territory; acts as a sales manager for the territory.
• Responsible for achieving revenue and bookings targets via partners operating in the territory and leveraging digital hub services.
• Creates, monitors, and reviews revenue generation activities in the assigned territory, establishing innovative approaches to generate business via assigned partners and ensuring 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, 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.

• Profound knowledge in one or several cloud solution areas, especially SAP S/4
  
  HANA Public Cloud.
• Minimum 5‑7+ years of experience in sales (Territory/Channel Sales).
• 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.
• Experience in SME/Volume territory business.

• 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 to develop trusted long‑term customer relationships.
• Partner Manager counterparts in the assigned territory working closely with Partners to coordinate all partner‑relevant activities along all stages of the Customer Value Journey.

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