Job Description

Requisition ID: 281829
Work Area: Sales
Expected Travel: 0 - 10%
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.

The Demand Management BDM is responsible for the Demand Generation for Midmarket. The Demand Manager drives a data driven approach for Demand Generation.

End to End Owner in GCO of the DM Plan and Execution, Orchestrator of the sources of demand and DG best practices. Responsible for execution of campaigns and programs and owner of the Pipeline Health Analysis in co-play with Sales Operations.

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

This approach entails a combination of:

a) a highly talented demand management team; with regional and market unit and general business demand managers being direct or dotted line connected.

b) a demand generation process aligned with the modern customer buying behaviors, leveraging messaging techniques adequate for the dimensions

c) a set of modern tools that provide intelligence and insight to take the right decisions, which will be undergoing constant improvements and enhancements

Key priorities:

Build the Demand Engine for the respective Business Unit that supports all customer facing roles to achieve the best possible quality pipeline. Creating curiosity in the market that enforces a reply from the targeted accounts.

Coordinating DG efforts closely with Value Added Team (CoE, XME, Pre-sales), Sales Operations (MU BP, RPE, F4S) and marketing (Field Marketing, BMO) to analyze market opportunities and identify pipeline gaps. With that insight, then closely align with Sales, Marketing and Partner (PBM, PSA, PDM) management to build and drive demand generation plans to provide solid pipeline coverage and conversion in the given business unit within the dimensions of current quarter plus one (CQ+1) and (Future) 4 rolling quarters ( (F)4RQ ).

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.

Drive and manage DG program for all the non-COE solutions like non-strategic industries, and some of the cloud solutions.

Align with Sr Sales Leadership to create and drive execution of a Demand Gen plan to close the gap to 4X coverage in the dimensions current quarter plus one (CQ+1) up to (future) four rolling quarters (F)4RQ.

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; Aggressive removal of demand generation roadblocks.

Define and execute the necessary steps to implement the data driven demand planning process in the business unit with the buy-in of key stakeholders, based on the global DM Framework and individual best practices.

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 regional/global stakeholders

Competencies & Skills

Excellent organizational, business strategy planning and program/project management skills

Disciplined, data-driven decision-making; strong analytical skills together with a high level of Innovative thinking, change agility and integrity

Excellent communication, relationship building & presentation skills at all levels of the organization in an international, multi-cultural setting

Strong team player, driving results in a dynamic and virtual organization (Sales, Marketing, Channel and Development)

Ability to understand the business evolution and set up a proper Demand Generation strategy with knowledge of appropriate Demand Generation tactics for the Lower midmarket

Experience with joint demand building activities with partners

Business Acumen: needs to understand our prospects desired Business Outcomes and how we map this to the SAP product portfolio

Analytical: deep insight into key metrics that drive Sales Pipeline and ability to translate this into Sales Programs

Stakeholder Management: ability to act like a spider in the web among the core stakeholders (Sales, Marketing, Partners, DDE, Sales Ops)

Strong team player, driving results in a dynamic and virtual organization (Sales, Marketing, Channel and Development)

Disciplined, data-driven decision-making with a service-oriented approach

Strong analytical skills and able to hold key stakeholders accountable for actions and outcomes

Excellent communication, relationship building & presentation skills at all levels of the organization in an international, multi-cultural setting

Superior organizational, business strategy planning and program/project management skills

Education & Qualifications

Minimum of a bachelors degree, MBA/Master's degree or equivalent preferred

10+ years professional business experience, international business experience preferred in enterprise software sales, sales enablement (like Center of Excellence, Industry Value engineering, Sales Operations, Pre-sales, Marketing).

Experience in driving Sales Pipeline with experience in modern data-driven methods of demand generation (Digital Sales, Social Selling, Digital Marketing, Outbound Prospecting, Propensity Models)

Experience in program planning and / or evaluating new business development opportunities in new or emerging markets.

Experience in integrated campaign planning, demand generation, digital marketing and project management best practices.

Experience working in a multi-cultural environment

Leadership and management experience.

3 + years of SAP work experience. Experience in Cloud in the B2B environment is of advantage

Proficient understanding of SAP, its products and solutions, partners, markets and competition.

Understanding of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks.

Leadership skills and experience.

Outstanding communication, organizational and time management skills

High impact personality, good networking skills

Strong knowledge of best business practices and financial theory and analysis.

Fluency in English, any other language an asset. Fluency in the language of local markets desirable.

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.

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