Job Description

Role Summary

You will lead go-to-market and execution strategy across key sub-solutions within SAP BTP (e.g. Integration Suite, Build, Custom AI, Data Management, Automation). This role balances market-facing execution with internal product alignment to ensure each sub-solution grows impactfully and supports the broader platform strategy.

Expectations BTP GTM Leade

Ability to hit all relevant KPIs (bookings, revenue, pipeline, win-rates, churn, adoption, etc.)
Establish a high-performance culture and team: establish, nurture, hire, train and coach a team of high performers who consistently outperform closest competitors. Take proactive actions in case of low performance and keep pushing the bar higher and higher. Also, celebrate and elevate the top performers!
Take accountability for pipeline: work on pipeline with the same level of intensity and focus as the bookings number. Structure the GtM strategy, define the demand and sales players, and collaborate with sales, marketing, partnerships, CSM and digital hubs to boost pipeline. This includes defining and managing Industry Led Motions, foster cross sell of AI & BDC and end to end processes across Cloud ERP (across your own LoB).

Adoption: Key focus on long-term ARR growth over upfront bookings and work well together with CS&D. Ensure clients become strong advocates for SAP.
Elevate the customer experience: product knowledge with CxO insights (Why SAP: Business Suite, AI, value selling, specific business outcomes), demo that excites (new level of demo experience - not feature function), embody E2E Business Suite Thinking: leverage all the Suite can offer to improve LoB performance.
Know your clients, prospects, partners and competitors: personal involvement at CXO level at customers. Also, know the competitive landscape, and each and every competitor in those large deals (their positioning, sales approach against SAP, strengths, weaknesses, USPs, etc. Lastly, build strong relationships and sales motions with the alliance/partner eco-system, find new avenues to expand our GtM and win together. These partners have to prioritize and position SAP over best of breed solutions.

Deliver executive-level insights and dashboards for solution health and market traction, Define and monitor execution plans across regions, identifying friction points and removing barriers to scale

Qualifications

10+ years leadership experience in a global matrixed environment
Bachelor’s degree
Experience in both a platform and business environment