The Territory Ecosystem Manager (TEM) owns the quota on a territory and is responsible for driving associated pipeline and revenue (including post-sales success revenue) through partners. The TEM coordinates all activities with the partners to ensure successful closing of opportunities, mainly via coaching the partners' sales teams. This role also monitors competitor activity and implements strategies with partners to maintain assigned account ownership.
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Responsibilities
- Accountable for annual revenue goals established for the territory, acting as a sales manager for the territory by managing the salespeople of the Partner as if they were the company sales resources.
- Responsible for achieving revenue and bookings targets via the partners operating in the territory while leveraging digital hub services.
- Creates, monitors, and reviews revenue generation activities in the assigned territory, establishing innovative approaches to generate business through assigned partners.
- Enables the partner to independently drive business with a partner demand generation plan and ensures full access to the company resources, tools, and methodologies.
- Coaches partners to generate demand, manage and progress the pipeline, forecast, and build recovery plans as needed.
- Drives adoption and consumption at the territory level with partner teams, ensuring the partners deliver against the company quality standards.
Requirements
- Profound knowledge in one or several cloud solution areas, especially the company S/4HANA Public Cloud.
- Minimum 5 years of experience in sales (Territory/Channel Sales) with a proven sales track record.
- Experience in multi-channel go-to-market models and understanding the principles of solution selling through and with Partners.
- Ability to create and deliver on strategic plans.
- Native level English; Afrikaans is a plus.
- Southern Africa market knowledge and understanding.
Work Conditions
- Expected Travel: 0 - 10%
- Employment Type: Regular Full Time
- Career Status: Professional
- Additional Locations: #LI-Hybrid
Location
Riyadh, SA, 11435
