SAP
Territory Ecosystem Manager (TEM) - West
SAP, Colorado Springs, Colorado, United States, 80509
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.
What you’ll do 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 manages the sales cycle with multiple resellers in the Partner‑Driven engagement motion, coordinating all activities with the partners to ensure successful closing of opportunities. This is done mainly via coaching of the partners’ sales teams. The TEM is engaged in selling activities with the end‑customer only when specifically requested. The role also 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; the TEM may be considered a sales manager for the territory as they manage the sales people of the partner as though these were SAP sales resources.
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, 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 reporting on sales progress throughout the year, identifies deviations from plans and actively engages in measures to deliver agreed goals with Partner Manager.
What you bring
Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA Public Cloud
Minimum 5‑7+ years of experience in sales (Territory/Channel Sales)
Proven sales track record
Experience in multi‑channel go‑to‑market models
Understanding of solution‑selling principles through and with partners
Industry expertise
Ability to create and deliver on strategic plans
Business‑level English proficiency
Experience in SME/volume territory business
Meet your team
Sales Managers in the assigned territory responsible for managing multiple partners reselling in their designated territory and 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 across all stages of the Customer Value Journey.
Recruitment AI Usage For information on the responsible use of AI in our recruitment process, please refer to the Guidelines for Ethical Usage of AI in the Recruiting Process.
Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency SAP believes the value of pay transparency contributes to 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 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.
Requisition ID: 444246 | Work Area: Sales | Expected Travel: 0‑30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI‑Hybrid
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Location This position may be located anywhere in the West, in the proximity of an SAP office.
What you’ll do 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 manages the sales cycle with multiple resellers in the Partner‑Driven engagement motion, coordinating all activities with the partners to ensure successful closing of opportunities. This is done mainly via coaching of the partners’ sales teams. The TEM is engaged in selling activities with the end‑customer only when specifically requested. The role also 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; the TEM may be considered a sales manager for the territory as they manage the sales people of the partner as though these were SAP sales resources.
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, 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 reporting on sales progress throughout the year, identifies deviations from plans and actively engages in measures to deliver agreed goals with Partner Manager.
What you bring
Profound knowledge in one or several cloud solution areas, especially SAP S/4HANA Public Cloud
Minimum 5‑7+ years of experience in sales (Territory/Channel Sales)
Proven sales track record
Experience in multi‑channel go‑to‑market models
Understanding of solution‑selling principles through and with partners
Industry expertise
Ability to create and deliver on strategic plans
Business‑level English proficiency
Experience in SME/volume territory business
Meet your team
Sales Managers in the assigned territory responsible for managing multiple partners reselling in their designated territory and 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 across all stages of the Customer Value Journey.
Recruitment AI Usage For information on the responsible use of AI in our recruitment process, please refer to the Guidelines for Ethical Usage of AI in the Recruiting Process.
Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency SAP believes the value of pay transparency contributes to 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 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.
Requisition ID: 444246 | Work Area: Sales | Expected Travel: 0‑30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI‑Hybrid
#J-18808-Ljbffr