Share this Job

Territory Sales Manager



Requisition ID: 280639
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time



SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.



  1. Territory Sales Managers (TSM) are responsible for an overall territory performance and, by default, will work to achieve their revenue and bookings targets via the partners operating in their territory, leveraging a broader Virtual Team
  2. The TSM is a mid-market role, aligned to a specific sales territory (geo, industry, rev threshold etc.)





  1. Indirect sales experience and reporting to a Sales Manager.
  2. TSM role  is assigned to 1 territory and segment. 




  1. TSM role to be on a 90% Indirect plan
  2. 1x compensation with solution expertise


Customer | Partner Interaction


  1. Mid-Market (Installed Base and Net New Names)
  2. TSMs should support partners in selling, and drive partner autonomy
  3. TSMs is a Quota Carrier and customer facing role.
  4. However, TSMs interact with the customer directly only on exceptional basis, when requested by the customer and partner.




  1. TSM is a new sales role and requires a specific onboarding plan and skills development
  2. TSMs have reporting and overall performance and pipeline accountability for their territory
  3. TSMs will be responsible for territory revenue targets, reviewing SAP & partner teams  pipeline development, driving pre-sales availability and sales activities as well getting access to requisite commercials, pricing, and discounting (in line with CoP)




  1. TSM role to be on a 90% Indirect plan
  2. 1x compensation with solution expertise provided by ePresales and Partners




  1. Territory Management & Sales Experience
  2. Territory Plan
  3. Selling together with Partners (incl. Channel conflict resolution)
  4. Demand Management, DRS & routing
  5. Negotiation, networking, self-starter, coach
  6. Stakeholder management across multiple functions
  7. Experienced Influencer; lead through influence
  8. Understands partner business and motivations
  9. Assertive team player


Experience & Language Requirements

> 7+ years working experience in the software industry
> 5+ years in a partner facing role (ex. Customer Service, Sales, Consulting);
> Demonstrated partnering and sales leadership skills 
> Relevant experience in cloud / HANA topics
> Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
> Strong analytical competencies
> Effective communication and presentation skills an executive level
> High energy - brings innovative ideas to the team and champions best practices
> Proven capability to work in a team and collaborate; with independent accountability
> Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
> Business level English: yes
> Business level local language: yes


> Bachelor equivalent: yes
> Master equivalent: preferred


Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

Additional Locations

Territory Sales Manager

Facility:  280639
Posted Date:  Jun 3, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Porto Salvo, PT, 2740-262

Job Segment: Sales Management, ERP, Consulting, Business Development, Sales, Technology