Territory Ecosystem Manager KSA

We help the world run better
At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats in it for you Constant learning skill growth great benefits and a team that wants you to grow and succeed.

What youll 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 is responsible for managing the sales cycle with multiple resellers in the Partner-Driven engagement motion. The TEM coordinates all activities with the partners to ensure successful closing of opportunities. This is done mainly via coaching of the partners sales teams. Only when specifically requested by the customer or partner the TEM is engaged in selling activities with the end customer. The role also monitors competitor activity and implements strategies with partners to maintain assigned account ownership and mitigate competitor advancement.

The TEM role focuses on the following key areas:

• Accountable for annual revenue goals established for the territory. The TEM can be considered a sales manager for the territory as he/she is managing 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 ensures 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 to 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.

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)
• Proven sales track record
• 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
• Business level Arabic
• Experience in SME/Volume territory business
• Local market knowledge and understanding

Meet your team:

• 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.

Skills youll use:

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 (ERP) software 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
SAPs 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.

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For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

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Requisition ID: 450374 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid