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 team-oriented 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.

📌 Senior Territory Ecosystem Mgmt Specialist (Sydney)
🏢 SAP IT Business Systeme
📍 Sydney