Partner Led Territory (PLT) Leader, SEA

Be among the first applicants.

This is an IT support group

Singapore

SGD 150,000 - 200,000

Be among the first applicants.

5 days ago

Job description

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. 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 collaborates with Partners, PBMs, Corporate leaders and Digital Hub teams. The role is responsible for scaling PLT business and opportunities in PLT accounts as defined in the GTM for the MU/Region, including forecasting for the defined PLT territory.

The PLT Leader coaches & guides TEMs and is the main point of contact for PLT Business, aiming to build a productive pipeline and maximize revenue via engagements on selected opportunities. The role involves working closely with Channel Leaders to analyze partner self-sufficiency and driving demand generation to closing deals with partners.

Main Responsibilities:

Responsible for scaling Partner Led Territories business with partners, achieving 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.
Develop partner's pipeline, driving to SAP's expectations and leveraging SAP marketing resources.
Align with Channel Leads on Sales Planning & Partner Business Planning for the territory.
Create, monitor, and review revenue generation activities.
Establish innovative approaches to generate business via partners leveraging digital hub services.
Support partner sales reps in interaction with prospects, positioning solution value supported by ROI and business case development.
Ensure a high conversion rate from pipeline to deal closure, shortening sales cycles, and improving win rates.
Be an expert on the competition within the assigned territory.
Support deal closure in respective territories with SAP executive presence if requested by Partner.
Enable partners to independently drive business with demand generation and resource utilization plans.
Focus on volume segment and ensure alignment with Channel Leads.
Monitor the effective use of SAP resources and assets.
Guide reporting on sales progress throughout the year.

Experience & Educational Requirements:

15+ years working experience in the software industry.
Minimum 10+ years in Territory/Channel Sales.
5+ years in a partner-facing role with people management experience.
Demonstrated partnering and sales leadership skills; Proven sales track record.
Experience in developing and growing cloud business with partners.
Business development planning and execution experience with partners.
Strong analytical competencies.
Effective communication and presentation skills at an executive level.
High energy - brings innovative ideas and champions best practices.
Proven capability to work in a team with independent accountability.
Business level English and local language.
Experience in SME/Volume territory Business.
Local market knowledge.

Education:

Bachelor equivalent: yes
Master equivalent: yes
MBA / Ph.D: no

Bring out your best

SAP innovations help over four hundred thousand customers worldwide work together efficiently and utilize business insights effectively. Originally known for leadership in ERP software, SAP has evolved to become a market leader in end-to-end business application software. With two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, committed to personal development and collaboration.

We win with inclusion

SAP’s culture of inclusion, focus on well-being, and flexible working models ensure that everyone feels included and can perform at their best. We invest in our employees to inspire confidence and help realize their full potential.

EOE AA M/F/Vet/Disability:

Qualified applicants receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates might undergo a background verification with an external vendor.