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About the Role
This role is for a partner-led territory sales leader who will independently own and execute a territory plan, coach partner sellers, manage indirect pipelines, and act as a trusted expert for territory coverage, partner performance, and AI-led selling. The individual will manage the entire system around the partner and customer, leading through standards and plans.
Responsibilities
- Independently own and execute a partner-led territory plan.
- Coach partner sellers on deal management and qualification discipline.
- Manage indirect pipelines with rigour.
- Act as the trusted expert for territory coverage planning, partner performance, and AI-led selling practices.
- Develop and execute territory sales plans with annual targets for pipeline generation, revenue, bookings, and consumption.
- Maintain four times qualified pipeline coverage at the start of each quarter.
- Sustain a weekly forecast within ten per cent of opening commit.
- Keep CRM hygiene across every deal to a standard that withstands management inspection.
- Coach partner sellers on MEDDPICC qualification discipline.
- Lead weekly pipeline reviews and monthly deal reviews with each partner.
- Bring SAP executive sponsorship in on defined triggers.
- Build one business plan per partner, reviewed quarterly, covering named accounts, pipeline commitment, coverage ratios, win-rate targets, enablement actions, and consumption milestones.
- Embed AI into your own working week and your partners' practices.
- Guide partners to adopt and demonstrate Joule with their customers.
- Achieve sales targets within the assigned territory by coordinating ecosystem activities.
- Lead opportunity closure through strategic planning and partner coaching.
- Ensure partners deliver consistent commercial outcomes that expand SAP's strategic footprint across the territory.
Requirements
- 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.
- 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.
- Business-level English and Australian work rights.
Skills
- 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
Location
- Sydney, Australia
Work Type
- Full-time
- Quota-carrying
Experience Level
- Senior
- Ten or more years
Education Level
- Bachelor's degree or equivalent
Benefits
- Learning and development opportunities
About the Company
- 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.
- 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.
Equal Opportunity
- 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.
- 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.