Territory Ecosystem Manager (TEM), Indonesia

SAP SE; Daerah Khusus Ibukota Jakarta; On-site; IDR 100.000.000 - 200.000.000; Full time

Job summary

A global leader in business application software is seeking a Territory Ecosystem Manager in Indonesia. This role involves achieving revenue targets through partner engagement and fostering sales pipeline growth. Ideal candidates should have over 10 years of experience in territory or channel sales, profound knowledge in SaaS solutions, and excellent communication skills in business-level English and the local language. The position offers opportunities for constant learning and professional growth within a diverse team.

Benefits

Constant learning

Skill growth

Great benefits

Inclusive work culture

Responsibilities

• Achieve revenue and bookings targets via partners in the territory.
• Coach partner sales teams on building a productive pipeline.
• Forecast in the territory and support partners in deal closures.
• Monitor revenue generation activities and establish innovative approaches.

Skills

SaaS solution knowledge

Sales experience

Multi-channel go to market experience

Solution selling with Partners

Industry expertise

Strategic planning

Business-level English

Local market knowledge

Education

Bachelor or Master Degree

Job description

Territory Ecosystem Manager (TEM), Indonesia

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.

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: [e-mail]. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. Successful candidates might be required to undergo a background verification with an external vendor. Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 440634 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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