Job Description

Requisition ID: 279650
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because its the best-run businesses that make the world run better and improve peoples lives.

Key Objective of the Business Development Manager role:

The BDM is responsible for the Demand Generation Process for LAC North, owner of the Demand Generation Plan, orchestrator of the different sources of demand and adopting DM best practices. Responsible for execution of the Demand Generation Plan and owner of the Pipeline Health Analysis in co-play with Demand Planning Champion (from Sales Operations).

The Demand Manager has ownership of demand generation (DG) with a strong focus on building and driving DG programs for strategic topics. Drive towards healthy 4RQ coverage for all dimensions/business units with right quality and pace. Avoids overlaps on DG activities due to better coordination and is empowered to drive efficient and effective demand generation, to ensure execution and follow-up.

Key priorities:

Build the Demand Engine for the Market Unit that supports all customer facing roles to achieve the best possible quality pipeline.

Coordinating DG efforts closely with ICA (CoE, IVA and Pre-sales), Marketing and Sales Operations to analyze market opportunities and identify pipeline gaps. With that insight, then closely align with Sales, Marketing and Partner management to build and drive demand generation plans to provide solid pipeline coverage and conversion in the given business unit within the dimensions of CQ+1 and R4Q.

Cross-pollination between all the stakeholders, building and maintaining a strong network of all DG contributors.

Ensure continuity and governance in Demand Management Framework and follow up on the 4 phases; Discovery, Planning, Execution and Steering and their respective practices.

Align with Sales Leadership to create and drive execution of a Demand Gen Plan to close the gap in the CQ+1 and R4Q.

Foster creative demand generation strategies leveraging all stakeholders. Share best practices and innovate DG practices.

Identifying major GTM hurdles and coordinate risk mitigations initiatives: Maximize VAT resources to Run Simple and drive maximum pipeline; removal of demand generation roadblocks.

Provide visibility into ongoing and future DG activities, share results with all stakeholders and generate insights to fully exploit market potential .

Review DG practices for continuous process improvement, drive simplification and provide feedback to stakeholders.

Key Stakeholders

Main stakeholder: COO (dotted reporting to him)

Business: Country Managers, Sales Heads, LoB Heads and GB Head

VAT: IVA, CoE, Pre-sales, Marketing, GPO and Sales Operations.

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If youre searching for a company thats dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

Additional Locations: