Partner Led Territory

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

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**

**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 an