Territory Ecosystem Manager

**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.

**Purpose of the Role**

SAP is investing in Queensland. We are seeking a customer-obsessed seller who builds pipeline, wins new logos, expands key accounts, and orchestrates the whole ecosystem to deliver measurable outcomes for our customers. You will sell with and through partners to build a robust pipeline and meet customer needs. You will engage, influence, and close at the CXO and Board level. This is a front-line sales role for a proven Hunter and Closer who operates with a General Manager mindset and can lead across internal SAP teams, resellers, hyperscalers, consultants, and alliance partners.
Ideally, you are a well known and regarded individual in the Queensland market.

**What You Will Do**
- Own Customer outcomes
- Lead multi-threaded pursuits that start with the customer’s strategy and work back to solution architecture and business case.
- Build value narratives that speak to the CFO and the Board, linking transformation to risk reduction, productivity, and growth.
- Sell with and through Partners
- Orchestrate co-sell motions with resellers, hyperscalers, global and local consulting partners, and specialty ISVs.
- Hold partners to clear plans, roles, and success criteria while remaining accountable for the customer outcome.
- Lead the ecosystem like a General Manager.
- Align presales, solution advisory, services, customer success, marketing, and partner managers to one plan per account.
- Remove roadblocks quickly, communicate clearly, and keep everyone focused on the next customer milestone.

**Experience Required**
- Hunter and Closer. Consistent top performance in Corporate and Mid-market software or cloud sales, including competitive takeouts and multi-party negotiations.
- Selling with and through partners to meet customer needs. Evidence of co-selling with resellers, hyperscalers, and consulting alliances while retaining ownership of the customer relationship and outcome.
- CXO and Board pitching. Repeated experience presenting to and winning decisions from Executive Committees and Boards, including investment cases and risk reviews.
- Complex deal leadership. Proven ability to lead discovery, build quantified business cases, shape commercial terms, and close on time.
- Value-led selling. Familiarity with MEDDICC or MEDDPICC, and a track record of measurable customer value realisation and reference creation.
- Cloud portfolio familiarity. Exposure to GROW and RISE with SAP, S/4HANA Cloud, Business Technology Platform, data and analytics, security, and AI

**Capabilities We Value**
- Customer centricity. You begin with the customer’s strategy and design every motion to serve it.
- General Manager mindset. You manage the whole system around the customer, not just your portion.
- Commercial acumen. Strong pricing architecture, margin protection, and approval management.
- Executive communication. Straightforward narrative, confident facilitation, concise materials that stand up in a Board pack.
- Operational discipline. Forecast accuracy, pipeline hygiene, crisp next steps, and visible accountability.
- Collaboration. You build trust quickly across SAP and its partners, and you maintain it through transparent execution

**What Success Looks Like**
- New Annual Contract Value and net-new logos in Queensland that meet or exceed the annual plan.
- Three times qualified pipeline coverage sustained, with at least sixty per cent partner-sourced or partner-influenced.
- Forecast variance within five per cent on a rolling ninety-day basis.
- Executive references and value realisation milestones achieved within six months of go-live.
- High partner satisfaction and repeatable joint wins

**Qualifications**
- Eight to twelve years of enterprise software or cloud sales with a strong record of quota attainment.
- Bachelor’s degree or equivalent experience, postgraduate business studies valued.
- Australian work rights and willingness to travel across Queensland

**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.

Qualified appl