Senior Territory Ecosystem Mgmt Specialist at SAP IT… · Sydney

Job Description

What you'll bring

Bring your ability to independently own and execute a partner-led territory plan, coach partner sellers on deal management and qualification discipline, manage indirect pipelines with rigour, and act as the trusted expert for territory coverage planning, partner performance, and AI-led selling practices. You bring a franchisor mindset — managing the entire system around the partner and the customer, and leading through standards and plans that others execute.

• Ten or more years in territory or channel sales with quota ownership, including mid-market or volume territory business, with evidence that partners sourced and closed a material share of revenue
• Forecast accuracy within ten per cent of commit and four times pipeline coverage sustained across several years
• MEDDPICC or MEDDICC as a working qualification discipline on every forecast deal
• Demonstrated success coaching partners to improve coverage, qualification quality, and win rates
• Enterprise cloud application sales experience; SAP S/4HANA Cloud Public Edition, SuccessFactors, or Business Technology Platform experience is an advantage
• Regular, everyday use of AI tools in your own selling — for research, qualification, preparation, and drafting — with the habit of verifying output before use
• Repeated success engaging partner management and customer executive committees on investment cases and risk reviews
• Bachelor's degree or equivalent; postgraduate business studies valued
• Business-level English and Australian work rights

What you'll build

You will autonomously develop and execute territory sales plans with annual targets for pipeline generation, revenue, bookings, and consumption — phased by quarter. You will maintain four times qualified pipeline coverage at the start of each quarter, sustain a weekly forecast within ten per cent of your opening commit, and keep CRM hygiene across every deal to a standard that withstands management inspection.

You will coach partner sellers on MEDDPICC qualification discipline, lead weekly pipeline reviews and monthly deal reviews with each partner, and bring SAP executive sponsorship in on defined triggers. You will build one business plan per partner — reviewed quarterly — covering named accounts, pipeline commitment, coverage ratios, win-rate targets, enablement actions, and consumption milestones.

You will also embed AI into your own working week and your partners' practices — using Joule and SAP's AI tools for account and partner research, qualification scorecards, review packs, and forecast summaries, and guiding partners to adopt and demonstrate Joule with their customers. The role achieves sales targets within the assigned territory by coordinating ecosystem activities, leading opportunity closure through strategic planning and partner coaching, and ensuring partners deliver consistent commercial outcomes that expand SAP's strategic footprint across the territory.

Where you belong

At SAP, you will be part of an inclusive, global community of ecosystem and channel professionals dedicated to building solid partner networks and leading predictable territory performance. Together, we foster a culture where partner empowerment, qualification rigour, and collaborative execution combine to deliver sustained growth and impressive outcomes across SAP's indirect sales ecosystem.

We are looking for a senior sales professional who approaches territory management as running a business. If you bring over ten years of quota-carrying experience in partner or channel sales, a sustained record of forecast accuracy, and the discipline to coach partners to the same commercial standards you hold yourself to — you will thrive here.

We value the skills you bring and support you to build on them through our learning and development opportunities. These are the skills associated with this role:

Sales Pipeline · Sales Territory Management · Channel Management · Partner Development · Market Analysis · Sales Development · Strategic Planning · Business Development · Partner Relationship Management · AI Value Selling · Context Engineering · AI Output Quality Assurance · Agentic AI Day-to-Day Practice · AI-Assisted Automation and Prototyping · AI Adoption Capability

Role type: Partner-led territory sales leader, quota-carrying

Location: Sydney, Australia

Business unit: SAP Australia and New Zealand

Equal Employment Opportunity (EEO) Statement

Our company does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

Additional Information

About SAP
With a global network of customers, partners, employees, and thought leaders, SAP helps the world run better and improves people’s lives.
As a leader in enterprise applications and business AI, SAP stands at the nexus of business and technology. For over 50 years, organizations have trusted SAP to bring out their best by uniting business-critical operations spanning finance, procurement, HR, supply chain, and customer experience.

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 complete your application, please send an email with your request to the 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.

Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy and childbirth), 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.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.