Territory Ecosystem Expert Manager

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

**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 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 Italian
- Experience in SME/Volume territory business
- Italian 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.

**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 and more equitable world.

**EOE AA M/F/Vet/Disability**:
Qualified applicants will receive consideration