Responsibilities
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 and coordinates all partner activities to ensure successful closing of opportunities. Responsibilities include a mix of sales management, partner coaching, and strategic planning.
Accountable for annual revenue goals established for the territory, acting as a sales manager for partner sales teams.
Responsible for achieving revenue and bookings targets via partners operating in the territory and leveraging the Digital Hub services.
Creates, monitors and reviews revenue generation activities, establishing innovative approaches to generate business through assigned partners and ensuring partner execution.
Enables partners to independently drive business by providing:
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 partners to generate demand, manage and progress pipeline, forecast, and build recovery plans; responsible for forecasting in the designated territory.
Drives adoption and consumption, including renewals and upsells, at the territory level with partner teams; drives partners to deliver 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.
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.
Qualifications
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.
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.
Skills
Professional Skills
Accountability
Business Acumen
Sales Process
Customer Orientation
Effective Communication
Influencing Skills
Tech Industry & SAP General Skills
Software as a Service (SaaS)
SAP Cloud Suite Portfolio
Cloud Strategy
RISE and GROW with SAP
Role Specific Skills
Business Planning
Sales Forecasting
Full‐Cycle Sales
Sales Pipeline
Channel Management
Strategic Planning
Sales Territory Management
Partner Relationship Management
Negotiation
Account Governance
Relationship Building
Location: Barcelona
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, in compliance with applicable federal, state, and local legal requirements.
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