Territory Ecosystem Manager (TEM), Northeast

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

Location:  Must be located in the Northeast region of the US.

The Territory Ecosystem Manager (TEM) owns the quota on a territory and is responsible for driving associated pipeline and revenue closure (including post sales success revenue). TEMs will drive growth in both net new to SAP and in Installed Base business. This role will be a key growth engine for the Corporate segment: accelerating Public Cloud Suite expansion, strengthening the market positioning of SAP Business Data Cloud, and advancing SAP Business AI adoption. The role will prioritize an indirect-first go-to-market approach, leveraging the partner ecosystem as the primary channel to scale growth. Through digital-first engagement models, TEMs will drive efficient coverage at scale while maximizing long-term customer lifetime value. TEMs are expected to be predominantly selling through the indirect channel, and they can also transact direct deals in business scenarios where indirect sales are not possible.

The TEM role focuses on the following key areas:

• Accountable and responsible for annual revenue goals established for the territory
• 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.
• Coaches partners 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.
• Guides the reporting on sales progress throughout the year. Identifies deviations from plans and actively engages in measures to deliver defined territory revenue goals

Account & Customer Relationship Management:

• • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions while establishing trusted relationships with customers.
  • Develop and execute strategic account and territory plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.

Demand Generation, Pipeline, and Opportunity Management:

• • Drive and lead a comprehensive net-new demand program leveraging self-generated outbound activity with extended resources in marketing, business development and partner channels.
  • Maintain pipeline management, ensuring a healthy and advancing sales funnel through opportunity progression.
  • Leverage SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.

Sales Excellence:

• • Conduct account and territory research and analysis to identify and execute net new opportunities.
  • Orchestrate and deploy appropriate internal and partner teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
  • Stay informed about SAP’s competition and position SAP solutions effectively against them.
  • Maintain accurate customer and pipeline information within CRM systems.

Leading a (Virtual) Account Team:

• • Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
  • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
  • Maximize the value derived from SAP’s sales support team and partner ecosystem

What you bring:

• 3+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English with proficiency in additional languages considered a plus.
• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization. 

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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.

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.

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.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 115,200 - 274,600 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

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Requisition ID: 444688  | Work Area: Sales  | Expected Travel: 0 - 40%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid