Territory Sales Executive - F/H

Territory Ecosystem Manager

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. The TEM coaches partners’ sales teams and, when requested, engages 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 booking 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 (ideally SME/ Volume Territory/Channel Sales).
• Proven sales track record.
• Knowledge or successful experience in multi‑channel go‑to‑market models.
• Ability to create and deliver on strategic plans.
• Business level English and French.
• French 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.

Equal Employment Opportunity

SAP s'engage à respecter les principes d'égalité des chances en matière d'emploi et à adapter raisonnablement ses installations à destination des candidats présentant un handicap physique et/ou mental. Si vous avez besoin d'installations spécifiques ou d'une aide particulière pour accéder à notre site Web ou finaliser votre candidature, envoyez un e-mail précisant votre demande à l'équipe Recruiting Operations Team: Les demandes d’aménagement raisonnable seront examinées au cas par cas. Employés SAP : les candidats ne peuvent être recommandés que pour des postes permanents - vous trouverez d'autres réglementations dans la politique de recommandation SAP. Les candidats retenus pourraient être tenus de se soumettre à une vérification des antécédents effectuée par un prestataire externe.

Recruitment Process

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