Territory Ecosystem Manager (TEM)

SAP; Jakarta Utara; On-site; IDR 1.331.336.000 - 1.997.005.000; Full time

Job summary

A global leader in business software is looking for a Territory Engagement Manager (TEM) in Jakarta Utara, Indonesia. You will be responsible for achieving revenue targets through effective partner management and resource utilization. Ideal candidates should have over 10 years in Territory/Channel Sales, profound SaaS knowledge, and experience in strategic planning. Join us to drive innovation and growth while enjoying competitive learning opportunities and benefits.

Benefits

Constant learning opportunities

Skill growth

Great benefits

Qualifications

• Profound knowledge in one or several SaaS solution areas, especially S/4 Public Cloud.
• Minimum 10+ years of experience in Territory/Channel Sales.
• Business level English and local language skills required.

Responsibilities

• Achieve revenue and bookings targets via partners.
• Align with PBMs on Sales and Partner Business Planning.
• Create and monitor revenue generation activities.

Skills

SaaS solution knowledge

Sales experience

Multi-channel go to market models

Solution selling principles

Industry expertise

Strategic planning

English proficiency

Local language proficiency

SME/Volume territory knowledge

Local market understanding

Education

Bachelor or Master Degree

Job description

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.

Key Responsibilities & Tasks

The TEM is a generalist who will be working in conjunction with the Partners, PBMs and Partner Digital Acceleration Managers. The TEM is responsible for revenue and opportunities in partner-driven accounts below a specific turnover threshold defined in the GTM for the MU/Region. 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. The TEM is also responsible for forecasting in the territory.

Main Responsibilities

• Responsible for achieving his/her revenue and bookings targets via the partners operating in their territory and leveraging the digital hub services.
• Aligns with PBMs on Sales Planning & Partner Business Planning for the territory covered.
• Responsible for creation, monitoring and review of revenue generation activities in his/her territory. Establishes innovative approaches to generate business via assigned partners and ensures partners execute these accordingly.
• Responsibility for KPI achievement
• When requested by partner, 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. TEM is responsible for bringing in other SAP pooled resources if required to support the sales cycle, in close coordination with the Partner Digital Acceleration Manager.
• 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 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 Partner Business Managers
• Monitors the effective and appropriate use of SAP resources and assets (e.g. Presales).
• Guides the reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver agreed goals with PBM.

Experience & Educational Requirements

• Profound knowledge in one or several SaaS solution areas, esp. S/4 Public Cloud
• Minimum 10+ years’ experience in sales (Territory/Channel Sales)
• Knowing or having successful experience in multi-channel go to market models.
• Understanding the principles of solution selling through and with Partners
• Industry Expertise
• Ability to create and deliver on strategic plans
• Business level English: yes
• Business level local language: yes
• Experience in SME/Volume territory Business
• Local market knowledge and understanding

Education

• Bachelor or Master Degree

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.