Senior Territory Ecosystem Mgmt Specialist - AI Expertise

Job Description

As we transform into the autonomous enterprise, we are proactively engaging with talent who will play a key role in building the capabilities required to deliver on our 2027 priorities.

Candidates can be based anywhere in LAC

If you understand AI well enough to explain it in a customer meeting, and you get just as excited about solving a business problem as a technical one, these roles were written for you. Customers come to SAP with specific problems, a timeline, and a board asking questions. Your job is to understand what they're actually facing, work out what AI can genuinely do for them, and help them get there. With 400,000 customers across every industry, the scale and variety of what you'll be working on is unlike most roles in tech right now.

What you'll bring You independently manage territory ecosystem activities — coaching partners on deal management, steering the indirect pipeline, and acting as the expert on coverage planning and partner capability development. Unlike an Account Executive at the same grade, your accountability is to the ecosystem, not to individual customer accounts or a direct revenue target.

• Proven ability to develop and execute territory ecosystem plans, coordinating partner activities to drive predictable indirect commercial outcomes — not direct quota attainment
• Skilled at partner relationship management — building trusted working relationships with partners and coaching them on deal management, solution adoption, and franchise practice development
• Strong command of indirect territory management — monitoring partner-owned pipelines, tracking deal cycles, and planning coverage without direct account responsibility
• Ability to apply AI value selling, enabling partners to position SAP's AI capabilities compellingly and accelerate indirect opportunity conversion across their customer base
• Skilled in industry analysis, applying sector knowledge and market insights to shape ecosystem strategy and guide partner investment priorities
• Degree not required

What you'll build You will develop and execute territory ecosystem plans — coaching partners, maintaining indirect pipeline health, and driving the commercial outcomes that expand SAP's partner footprint across the territory.

• Develop and execute territory ecosystem plans, maintaining pipeline health and driving consistent partner-led opportunity closure across your partner network
• Build and sustain strong partner relationships, coaching continuously on deal management, AI-led selling, and solution adoption to develop durable franchise capability
• Manage ecosystem performance using pipeline data and QBR reviews to identify risk and drive proactive partner action
• Apply AI value selling to enable partners to position SAP AI compellingly and convert opportunities at pace
• Assist partners in building franchise practices that deliver sustainable, scalable indirect business growth

Where you belong You will be part of the Customer Value Group — a global community of ecosystem professionals dedicated to strong partner networks and consistent indirect territory performance. At T3 level, you operate with genuine independence: owning your ecosystem, coaching your partner network, and delivering commercial outcomes through the channel. The accountability structure is fundamentally different from an Account Executive at the same grade — your commercial mandate runs through partners, not through direct customer accounts.

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Additional Information

About SAP
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