Partner Led Territory (PLT) Leader, SEA

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The Partner Led Territory (PLT) Leader, SEA is a Leader role who manages a team of TEMs and will be working in conjunction with the Partners, PBMs, Corporate leaders and Digital Hub teams. 

The PLT Leader is responsible for scaling PLT business and opportunities in PLT accounts as defined in the GTM for  the MU/Region. The PLT Leader is responsible for forecasting for the defined PLT territory. 

The PLT Leader coaches & guides TEMs and is the main point of contact for PLT Business. The objective is to coach the partner sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities along with TEMs. 

The PLT Leader work closely with Channel Leaders to analyse the partner self-sufficiency and driving demand generation to closing deals with partners. The PLT Leader also supportsTEMs and partners in sales cycle via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on the following metrics - revenue, year-over-year growth, market share growth, adoption and renewals of focus PLT strategic solutions (i.e. GROW and BTP).

Main Responsibilities:

• Responsible for scaling Partner Led Territories business with partners. achieving his/her MU/Region PLT revenue and bookings targets with TEMs 
• Responsible for sales forecasting of SAP Cloud Subscription with and through partners across SAP's portfolio 
• Responsible for partner's pipeline development; driving to SAP's expectation of pipeline multipliers and leveraging SAP marketing and business development resources and tools.
• Aligns with Channel Leads on Sales Planning & Partner Business Planning for the territory
• Responsible for creation, monitoring and review of revenue generation activities. 
• Establishes innovative approaches to generate business via partners leveraging the digital hub services and establish an advisory relationship with the partner and SAP teams
• When requested by TEMs or partners, supports partner sales reps in interaction with prospects to position the value of the respective solution as supported by ROI, business case development, references, and supporting analyst data. 
• Takes on responsibility for a high conversion rate between pipeline to deal closure, shortening of the sales cycle and improving the win rate to achieve volume business. 
• Be an expert on the competition within the assigned territory. Understand competitive threats (e.g., how to beat the competition).
• Supports deal closure in respective territories, especially with SAP executive presence in deal closure (if and as requested by Partner)
• 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.
• Generally, focuses on volume segment and ensures alignment with Channel Leads
• Monitors the effective and appropriate use of SAP resources and assets
• Guides the reporting on sales progress throughout the year

Experience & Educational Requirements

• 15+ years working experience in the software industry
• Minimum 10+ years’ experience in Territory sales (Territory/Channel Sales)
• 5+ years in a partner facing role (ex. Customer Service, Sales, Consulting) with people management experience 
• Demonstrated partnering and sales leadership skills; Proven sales track record
• Relevant experience in developing and growing cloud business with partners /
• 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
• Business level English: yes
• Business level local language: yes
• Experience in SME/Volume territory Business
• Local market knowledge and understanding

Education

• Bachelor equivalent: yes
• Master equivalent: yes
• MBA / Ph.D: no

​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
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.

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: 416801  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.