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SAP Concur is the global market leader for SaaS applications in the travel & expense category. Similarly, SAP Concur marketing is an award-winning SaaS marketing organization that is regarded as best-in-class by industry analysts like Forrester. The Senior Manager, Marketing Performance Strategy directly supports this continued leadership and contributes to the vision for SAP Concur Marketing by overseeing critical performance operations and objectives (e.g. pipeline, MQL conversion, marketing attribution, database growth, retention, marketing ROI) while identifying strategies for driving those objectives.
This role is part analyst, part strategist, part consultant, part growth marketer, and part performance coach. It requires a deep understanding of performance marketing engines, strong (preferably SaaS) business acumen, a high degree of curiosity, a love for innovation, and bias for action. The role has three primary pillars of responsibility: It oversees the performance operations and KPI progress for assigned areas of the business. This includes executing “health of marketing” and other regular business reviews that drive actionable outcomes. It also includes leading regular analytics initiatives in partnership with marketing operations and other teams to generate actionable insights for marketing leadership. Thirdly, it entails spearheading and/or supporting planning and other strategic initiatives to support the evolution of Concur marketing and continued growth of SAP Concur.
Core Responsibilities
Business Operations
- Leads the rhythm of the business for assigned regions/market units to successfully monitor, manage and optimize performance against Concur CMO scorecard metrics and other key performance indicators. Depending on the needs of the specific market units supported, this might include overseeing “Health of Marketing” syncs, marketing “surgery hours”, planning meetings, and mid-year syncs. The goal is to drive an outcomes-based approach to these meetings.
- Monitors performance of marketing plans and strategies; identifies opportunities to enhance marketing impact, efficiency, and return on investment.
- Owns annual pipeline modeling and target setting on behalf of supported market units; this requires deep collaboration with Distribution Marketing, marketing operations, sales and sales operations. Adjusts plans periodically, if needed.
- Organizes regular enablement and sharing sessions to proliferate best practices and foster a culture of data-driven performance marketing within SAP Concur.
Analytics and Insights:
- Works with Distribution marketing leadership and marketing operations to refine, evolve and build out new analytics strategies, models, reporting and executive dashboards/scorecards to provide transparency into performance, productivity, and return on marketing investment.
- Guides/mentors marketing analytics resources to help define, prioritize, and maximize work within assigned regions.
- Proactively uncovers data-driven and data-informed actionable opportunities for increasing marketing impact.
- Advises marketing leadership on pipeline health, demand generation strategies, areas of opportunity, risks and recommended actions for resolving challenges and maximizing performance.
- Represents/advocates for Distribution Marketing in other teams’ reporting syncs. Partners with these teams to ensure meetings provide maximum value and impact for Distribution Marketing and the Concur business more broadly.
Strategic Initiatives
- Leads or supports high-impact, global projects and change initiatives.
- Supports relevant infrastructure discussions/decisions across the SAP Concur data stack.
- Anticipates future needs and areas of focus internally and externally to continue the evolution of Concur Marketing.
Qualifications
Specialized Knowledge & Skills
- 7 + years marketing experience in B2B cloud software industry, Enterprise and SMB organizations.
- Relevant work experience in field marketing, marketing strategy, or analytics.
- Bachelors degree required, MBA preferred
- High technical acumen, and solid experience with marketing, sales, and analytics technologies – inclusive of including Salesforce.com, Tableau, predictive analytics tools.
- Knowledge of B2B lifecycles, and lead management processes to maximize brand awareness, demand creation, pipeline contribution and funnel acceleration.
- Proven data driven, analytical business thinker with extensive analytics experience to support planning and forecasting, funnel strategies, offer/promotion strategy, ROI and budget processes and translate marketing performance metrics into marketing strategies and best practice.
- Strong consultative marketing approach to effectively engage with business partners
- Strong communication, collaboration and interpersonal skills including influential leadership
- Comfort and experience leading teams who directly or indirectly report into you (e.g. via matrix and/or dual-reporting organizational structure)
- Action oriented and independent with strong organizational skills
- Effective at overcoming ambiguity with solid go-forward strategies
- Flexibility and willingness to prioritize and effectively manage a broad variety of initiatives
- Cultural awareness and ability to accommodate different time zones
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SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.
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EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 97,000 - 213,800 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 370488 | Work Area: Marketing | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - USA #LI-Hybrid