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.

What You'll Do

As a Territory Sales Owner you'll drive business through partner and ecosystem development for the Mumbai territory (and nearby regions as assigned). Build, activate and scale relationships with channel partners, GSIs, ISVs, MSPs, and strategic territory alignment to generate partner-sourced and partner-influenced pipeline, close joint business and drive product/service adoption across the territory. The role is mid senior individual contributor with regional impact and cross functional influence.

Key Responsibilities

Develop and execute a territory ecosystem strategy aligned with company and sales goals, prioritizing partner types and target verticals common to Mumbai (Retail, pharma, Process & Discrete manufacturing, ECNO, large enterprise & startups, BFSI, media & entertainment).
Run joint demand-generation campaigns, partner-led workshops, customer events and executive briefings in Mumbai and surrounding cities.
Coordinate closely with Partner Business Managers (PBM), Digital Hub solution architects (DH), partner marketing and leadership to close deals, remove blockers and ensure smooth handoffs.
Set and manage partner business plans with PBM's, monitor KPIs, run quarterly business reviews and iterate programs based on performance.
Maintain CRM , partner activities, pipeline and forecast partner contribution to territory targets.
Represent the company at Mumbai/India partner events, industry meetups and local trade shows, capture and relay competitive and market feedback to product and leadership.

Success metrics / KPIs

Individual contributor role with cross-functional coordination
Partner-sourced and partner-influenced Revenue and Pipeline (targets determined by Corporate Head).
Quota Carrying role to be delivered 100% through Channel Partners (Indirect)
Ability to get partners to sell AI, Public Cloud Solutions through partners
Partner win rate, average deal size and pipeline velocity via partners.
Partner satisfaction and compliance with joint business plan milestones.
CRM hygiene and accuracy of partner forecasting.

What You Bring

10+ years experience in Indirect Sales, channel/partner management, partner-led sales in B2B SaaS, cloud, IT services or related enterprise solutions.
Proven track record of developing & engaging partners and meeting partner-sourced revenue targets in the Indian market.
Bachelor's degree in business, Engineering, Computer Science or related discipline.
Strong commercial acumen, negotiation skills and experience using CRM tools.
Experience selling into Mumbai geography and industries (Retail, Pharma, Chemical, Textile & Apparel, Discrete & Process Manufacturing, Mills & Mining, Entertainment, BFSI).
Familiarity with SAP partner program design, re-sell models and incentive structures.
Relevant certifications (cloud, cybersecurity, platform) or prior experience with cloud infrastructure/enterprise software.
Language skills: English + Hindi; Marathi is a strong advantage for local partner engagement.
Attitude to overachieve and strive for the best.
Relationship building and executive influencing
Driving Complex and compliant deals with complex approval processes and Contracts
Territory planning, segmentation and prioritization.
Sales enablement, program execution and analytics-driven decision making.
Excellent verbal and written communication for both English and local language contexts.
Resilience and ability to work in a fast-moving, partner-centric environment.

Meet your team

SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focusing on navigating complex sales engagements within the Key Enterprise sector of SAP's Mid market team. This role is an important driver for our cloud & on-prem business and offers huge opportunities to grow for you within the SAP ecosystem.

#BusinessSalesT3

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can 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.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: [HIDDEN TEXT].

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 444458 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:

Senior Sales Executive - Territory Ecosystem Manager (West)