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Territory Ecoystem Manager

1 month ago

Oslo, Oslo County, Norway SAP SE Full time

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. 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.

EXPECTATIONS AND TASKS

  • Partner Relationship Management – Sales leadership over partners SAP business & pipeline.
  • Achieve / exceed quota targets in Cloud subscription revenue
  • Sales strategies - Develops effective and specific partner plans to ensure revenue target delivery and sustainable growth.
  • Develop relationships at new and existing partners and leverage to drive strategy through organization.
  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value.
  • Builds a foundation on which to harvest future business opportunities and accurate account information and coaching of partners.
  • Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.
  • Review public information for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Territory and Partner Leadership - Lead designated territory, including accounts, partner relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
  • Business Planning – Develop and deliver comprehensive business plan to address industry priorities and pain points.

Demand Generation, Pipeline and Opportunity Management:

  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
  • Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Support all SAP promotions and events in the territory.

What you bring:

  • 5+ years of experience in selling complex business software / IT solutions
  • Strong experience in C-level conversations and negotiations
  • Proven track records in business application software sales for Cloud/SaaS solutions.
  • Work experience in relevant industry or line of business roles.
  • Several years of Large Account Management experience / leading account teams or partner teams.
  • Knowledge of SAP's Service and Support along with understanding of ERP offerings is a plus.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  • Outstanding communication and presentation skills in Norwegian/Swedish/Danish/Finnish and English

Education & Qualifications:

  • Bachelor's degree or higher in suitable field – business process understanding is needed.
  • Exceptional communication skills, able to effectively communicate in every environment, including informing and presenting to CxO level.
  • Strategic thinker with high degree of creativity and innovation.

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 you'll use:

Professional Skills

  • Accountability
  • Business Acumen
  • Customer Orientation
  • Value Management
  • Effective Communication

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
  • Strategic Planning
  • Sales Territory Management
  • Partner Relationship Management
  • Negotiation
  • Account Governance
  • Relationship Building

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

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.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

EOE AA M/F/Vet/Disability:

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

Requisition ID: 416803 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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