Marcus Higgins
Summary
Dynamic and results-driven Senior Territory Ecosystem Manager at SAP with a proven track record in enterprise sales and SaaS at a top global technology vendor. Proven track record of driving not only large-scale, but volume digital transformations, generating over $40M in net-new cloud revenue in the past 24 months alone. Consistently exceeding quotas and building trusted, long-term client relationships. Expertise in C-level relationship management, complex deal structuring and pipeline generation, I excel in leading internal and external stakeholders to drive significant revenue growth through value to customers.
I am seeking a new challenge and opportunities to grow, with a strong focus on leveraging my SAP knowledge to make a positive impact on my next company and stakeholders around me.
Overview
4
4
years of professional experience
1
1
Certification
Work History
Senior Territory Ecosystem Manager
SAP
01.2025 - Current
- Own and manage all sales pursuits and renewals across SAP's Cloud Portfolio, through partner-led sales motions.
- Build and maintain trusted relationships with C-suite executives (CEO, CFO, COO, CIO) to drive value-based engagements.
- Demand generation planning to ensure coverage and collaboration with stakeholders across the organization, including; Partners, Partner Presales Advisors, Marketing, Partner Business Managers and others as required.
- Secured key net-new-name pursuits in competitive pursuits.
- Develop compelling business cases and TCO models for C-level executives, board members, and private equity stakeholders.
Account Executive, Growth Markets
SAP
08.2022 - 12.2024
- Own and manage all sales pursuits and renewals across SAP's Cloud Portfolio for net-new customers in Victoria, Australia up to 3b AUD in revenue.
- Leveraged direct, specialist, and partner-led sales motions to maximize opportunities.
- Developed compelling business cases and TCO models for C-level executives and stakeholders.
- Built and maintained trusted relationships with C-suite executives to foster value-based engagement.
- Grew SAP's footprint within strategic mid-market accounts, penetrating white-space and driving net-new cloud sales.
Sales Development Executive
SAP
08.2021 - 07.2022
- Increased sales revenue by identifying and qualifying new business opportunities across SAP's Cloud Portfolio.
- Worked closely with cross-functional teams to develop innovative solutions addressing customer pain points effectively.
- Collaborated with marketing team to create targeted campaigns, generating high-quality leads.
Skills
- Enterprise Sales & SaaS Expertise
- C-Level Relationship Management
- Strategic Account Planning & Forecasting
- Partner-Led Sales Motion
- Complex Deal Structuring & Negotiation
- Developing & Presenting Business Cases and TCO Models
Accomplishments
- 122% quota attainment in 2024, including 240% quota attainment for SAP Public Cloud ERP . Leading a key net-new-name pursuit with SAP Cloud ERP, SCM, HCM and CX.
- 139% quota attainment in 2023, including 3 SAP Public Cloud ERP net-new-names.
Certification
- Challenger Sales Methodology, Global Coaching Lab
- SwaggerCORE & SwaggerENDGAME, Swagger Sales APAC
- SAP Digital Sales Academy, SAP
Passions
Mentorship of Early Talent
Coaching and mentoring emerging sales talent to accelerate growth and success both personally and professionally.
Timeline
Senior Territory Ecosystem Manager
SAP
01.2025 - Current
Account Executive, Growth Markets
SAP
08.2022 - 12.2024
Sales Development Executive
SAP
08.2021 - 07.2022
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