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POSITION
Digital Demand Manager (DDM) - LE
LOCATION
Burlington, MA (Digital Sales Hub)
PURPOSE AND OBJECTIVES
The Digital Demand Manager is a demand expert that provides sale leadership to a team of seven(7) to nine (9) Digital Demand Executives (DDE's) for our Large Enterprise Business Unit in North America. This individual is responsible for driving a GB demand generation plan, with pipeline build strategies & development of scale initiatives. The result of the plan and execution is a 4X pipeline coverage for On-Prem, and 6X for Cloud.
You will act as a Trusted Advisor to the GB MU leadership team by providing high impact, co-ordinated demand generation activities, tactics and programs based on strategic growth areas; analysis of pipeline and YTD performance measurements. You will represent. You will also be the expert developing the strategy based on data driven analysis from multiple data sources.
EXPECTATIONS AND TASKS
Market Unit/Territory responsibilities include:
- Understand the MU composition to drive high-value Sales Program/Play recommendations based on priority industries, account whitespace and LOB targets
- Define MU plan aligned to GTM with solution strategy, demand strategy, cross-functional dependencies and key execution steps.
- This could include areas such as: initiative build; alignment across all demand drivers; campaign launches, investment cases, and strategic partnering.
- Present Demand Strategy and programs to our senior leadership team, our partners, our sales field, and our marketing team for Market Unit Buy-In and Senior Leadership approval.
- Collaborate on DG with top 3 partners in MU. Establish Install base – upsell/cross-sell/next-sell campaigns
- Drive demand execution and pipeline build activities in territory
- Conduct 1:1 AE territory reviews to identify gaps, opportunity, and produce recommendations on clustering their territory based on data driven assessment
Demand Management framework execution:
- Continuous analysis of the Demand Management Dashboard, and other available data, to understand areas of strength and weakness across relevant solution areas and sales teams
- Lead monthly Demand Reviews with Senior Sales Leadership and the VAT focused on securing buy-in and driving execution of the demand plan
- Follow Demand Management Framework – structure and cadence.
- Host Demand Management council with MU Sales leader to Analyze, Prioritize & Direct demand activities. Prioritize Pipeline Health Issues, Strategic Plan to Address, & Assign Plan Owners. Q+1, Q+2 and R4Q pipeline health, identify risks by different GTM segments, prioritize risks and create high level actions to mitigate those risks.
- Host DG board - Build Comprehensive Demand Gen and Pipeline Improvement Plan Leverage Entire Sales & VAT Org. Takes feedback form DMC to the Sales and Marketing teams that support those GTM areas, create a detailed plan to close the gaps on the issue.
- Leverage data analysis to build high impact programs with short time to value/revenue
- Advocate for GB NA with LOB & VAT resources in region and global to help drive continuous improvement and relevance of program deliverables
SKILLSET
- Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
- Strong financial & business acumen, and an understanding of SAP’s Strategy and North American GTM goals with the ability to translate these into high-impact actionable plans
- Exceptional oral and written executive communication skills
- Passion to challenge, improve and innovate at both a personal and organizational level
- Ability to interpret & analyze data; make data-driven recommendations
- Divergent thinker who can find creative solutions to business problems
- Confident to bring new ideas to the table if supported by research and data
WORK EXPERIENCE
- Professional experience in Sales, Marketing &/or Business Development with large, multi-national software/IT organizations
- SAP product experience and/or 5-15 years prior relevant solution sales/business development experience.
- Channel experience work with VAR;
- Proven track record of driving business results
- Customer-facing experience necessary, preferably in a Hunting role securing new customers
EDUCATION AND QUALIFICATIONS
- Bachelor’s Degree or Equivalent Work Experience Required
We build breakthroughs together
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.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
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 159,100 - 342,600 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: 376915 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid