Senior Sales Executive - Territory Ecosystem Manager
- SAP
- 8 - 13 years
- Mumbai
- 29 days ago
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Job Description
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 PBMs, 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
- 8+ 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.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Territory Sales Manager (B2C)Employement Type: Full timeContact Details:
Company: SAPLocation(s): Mumbai
Keyskills: IT services Mining Computer science SAP Bfsi Product service Pharma Relationship building Analytics CRM
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