Senior Territory Ecosystem Management Specialist - (AI Expertise)

 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 indirect pipelines, and acting as the trusted expert for territory coverage planning and partner capability development. Proven ability to independently develop and execute territory sales plans, coordinating partner activities and steering deal cycles to drive predictable commercial outcomes across your territory 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 sales territory management — monitoring indirect pipelines, tracking deal cycles, and planning territory coverage to meet and exceed sales targets Ability to apply AI value selling, enabling partners to position SAP's AI capabilities compellingly and accelerate opportunity conversion across their customer base Skilled in industry analysis, applying sector knowledge and market insights to shape territory strategy, prioritise partner investment, and sharpen the commercial approach across your ecosystem Degree not required for this role. Fluent Vietnamese language/ speaking skill is required. We also look for people who build trust naturally, communicate with clarity, keep the customer at the centre of what they do, and bring emotional intelligence and genuine problem-solving ability to the challenges they face. In addition to the skills and experience specific to this role, all positions at SAP require candidates who are comfortable using AI tools — including agentic AI — in their day-to-day work, from crafting effective inputs and automating routine tasks, to evaluating AI-generated outputs for quality and driving adoption of AI practices within their teams. What you'll build You will independently develop and execute territory sales plans — monitoring pipelines, coaching partners, and driving the predictable business growth that expands SAP's strategic footprint across your territory. Independently develop and execute territory sales plans, maintaining pipeline health, tracking deal cycles, and driving consistent opportunity closure across your partner network Build and sustain strong partner relationships, providing continuous coaching on deal management and solution adoption to develop partner capability and deliver consistent commercial outcomes Manage sales territory performance with precision, using pipeline data and QBR reviews to identify risks, guide partner conversations, and take proactive action Apply AI value selling to enable partners to position SAP's AI capabilities effectively and accelerate opportunity conversion across their customer base Apply industry analysis to anticipate sector trends, understand the commercial landscape, and shape territory and partner strategies that keep SAP ahead of the market Assist partners in building franchise practices that create predictable business growth and expand SAP's strategic footprint across the territory Where you belong You will be part of the Customer Value Group, a global community of ecosystem and channel professionals dedicated to building strong partner networks and driving predictable territory performance. At this level you operate with real independence — owning your territory, coaching your partner network, and delivering the consistent commercial outcomes that grow SAP's indirect business. It is a role for someone who combines strategic thinking with hands-on partner engagement to make a direct commercial impact. #SAPCVGCareers