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What you'll do:
The Territory Ecosystem Manager (TEM) owns the quota on a territory and covers most of Romandie accounts as well as selected NNNs in the German speaking part of Switzerland. TEM wil be 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. The TEM coordinates all activities with the partners to ensure the successful closing of opportunities. This is done mainly via coaching the partners' sales teams. Only when specifically requested by the customer or partner does the TEM sell activities with the end customer. The role 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:

Responsible for the annual revenue goals established for the territory. The TEM can be considered a territory sales manager as he/she manages the Partner's salespeople as though they 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 generating business via assigned partners and ensuring partners execute accordingly.  If the customer or Partner requests, the TEM contacts customers and participates in relevant selling activities (in compliance with SAP Channel Operations policies). Enables the partner to drive business with the following resources independently:  Partner demand generation plan to build a business pipeline. A partner resource utilization plan allows partners full access to and utilize SAP resources, tools, and methodologies. Coaches partner to generate demand, manage and progress pipeline, forecast, and, where needed, build recovery plans. Responsible for forecasting in the designated territory. Encourages adoption and usage (including renewals and upsells) at the territory level with partner teams, ensuring they meet 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 in consuming 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 the 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 and proven track records in sales within Territory and Channel Sales.  Know or have successful experience in multi-channel go-to-market models.  Understanding the principles of solution selling through and with Partners. Possesses the ability to create and implement strategic plans and a thorough understanding of the local market. Demonstrates strong communication skills in both written and spoken French and English. Experience working with small and medium-sized enterprises (SMEs) and in volume-based business territories. 

 
Meet your team:

Partner coaches in the assigned territory ensure partners are equipped to drive customer success and effectively develop trusted long-term customer relationships. Partner Manager counterparts in the assigned territory work closely with partners to coordinate all partner-relevant activities throughout the Customer Value Journey. 

 

 

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