SAP SE
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.
What you’ll do:
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.
What you bring:
Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA 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.
Meet your team:
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.
Bring out your best 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 become a market leader in end‑to‑end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose‑driven and future‑focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion SAP’s culture of inclusion, focus on health and well‑being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAP believes the value of pay transparency contributes toward an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 115,200 - 274,600 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 444243 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
#J-18808-Ljbffr
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.
What you’ll do:
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.
What you bring:
Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA 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.
Meet your team:
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.
Bring out your best 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 become a market leader in end‑to‑end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose‑driven and future‑focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion SAP’s culture of inclusion, focus on health and well‑being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAP believes the value of pay transparency contributes toward an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 115,200 - 274,600 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 444243 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
#J-18808-Ljbffr