Territory Ecosystem Manager; TEM - Midwest

Territory Ecosystem Manager (TEM) - Midwest

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.

• Own the quota on a territory and drive the associated pipeline and revenue closure, including post‑sales success revenue, through partners.
• Support partner sales so they manage the sales cycle with multiple resellers in the Partner‑Driven engagement motion.
• Coordinate all activities with partners to ensure successful closing of opportunities; primarily by coaching partner sales teams, with limited direct selling only when specifically requested by the customer or partner.
• Monitor competitor activity and implement strategies with partners to maintain assigned account ownership and mitigate competitor advancement.
• Accountable for annual revenue goals established for the territory; act as a sales manager for the territory, managing partner salespeople as though they were SAP sales resources.
• Responsible for achieving revenue and bookings targets via partners operating in the territory, leveraging the digital hub services.
• Create, monitor, and review 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, contact customers and participate in relevant selling activities (in compliance with SAP Channel Operations policies).
• Enable 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.
• Coach partner to generate demand, manage and progress pipeline, forecast, and, where needed, build recovery plans; responsible for forecasting in the designated territory.
• Drive adoption and consumption (including renewals and upsells) at the territory level with partner teams; drive partners to deliver against SAP quality standards.
• Engage with Partner Manager on sales planning to align partner business planning for the territory covered and facilitate operational support for partners.
• Trigger and assist partners to consume Digital Services as required during the sales cycle and in customer success activities.
• Guide reporting on sales progress throughout the year; identify deviations from plans and actively engage in measures to deliver defined territory revenue goals with the Partner Manager.

• Profound knowledge in one or several cloud solution areas, especially SAP S/4
  
  HANA Public Cloud.
• Minimum 10 years of experience in sales (Territory/Channel Sales).
• Successful experience in multi‑channel go‑to‑market models.
• Understanding of 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.
• Local market knowledge and understanding.

• Sales Managers in the assigned territory are 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 and 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.

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning, SAP has evolved to…