Demand Gen Manager - Business Development Sr. Specialis

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

The Demand Manager is responsible for demand discovery, planning and steering and is accountable for the Demand Generation for a specific Region / MU / Segmentation (MM)/ LoB (hereafter called “Business Unit”) defined by the business.

Key Areas of Responsibility and Tasks

• Discovery
  • Kick off the biannual Discovery Phase, starting with the coordination of the Market Analysis document that is used as pre-read for the Regional Demand Summit. The outcome is used as the start for the business units biannual Discovery Workshop. Leverage the pipeline target setting (PRD) process. Identify the best suited Sales Plays via opt-in process to be executed.
  • Foster a culture of making data-driven decisions across all demand generation functions.
• Planning
  • Define the sales plays target accounts are ready to be used in the biannual Planning Summit which delivers the Demand Execution Plan topics. The Demand Manager communicates the planning results and moderates the process to ensure Sales Planning (Account- & Territory- and Partner-Planning) can start and Marketing planning is informed.
  • Organize Demand Planning to analyze gaps, identify whitespace, Cross & Upsell Opportunities and improvement areas to optimize the SAP Channel.
  • Deliver or support the delivery of the Demand Plan in the Market Units
• Execution
  • at MU, LoB or segment (e.g. MM) level. The Demand Manager defines when the execution can start based on the quality of the delivered assets. Ensuring the quota Carrier (QC) has assets and target accounts at hand to execute a demand generating campaign for which a given pipeline impact has been defined in revenue increase (and number of opportunities). He or she monitors the execution and reports back the progress and results, to be able to steer and adapt where needed to get the best possible impact on pipeline creation (and nurturing).
  • Liaise with Sales, Marketing and Partner Management to drive campaign execution.
  • Ensure Demand Generation plans are executed & tracked to desired outcomes.
• Steering
  • Responsible for the organization of Demand Management SteerCo: Prioritize DG needs based on identified gaps in pipeline. Proactively address Q+1, Q+2 and (F)4RQ demand deficiencies to improve attainment of DM KPIs and mitigate risks that could jeopardize budget achievement of the Business Unit
  • Responsible for the organization Demand Execution Meeting: Review ongoing DG Activities to ensure they are effective at generating quality pipeline, extending or discontinuing as needed, assess and set plans to address priorities identified in DM SteerCo
  • Implement best practices; drive continuous improvement and simplify tools and technology.

Education & Qualifications

• Minimum of a bachelor’s 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.

Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 447494 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid