Digital Sales Lead, Americas, Sustainability GTM

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.

Role overview

The Americas Digital Sales Lead will be responsible for growing the corporate digital and partner-led sustainability business within the Americas region. As part of the overall Sustainability GTM team, and within the Growth and Acceleration hub, you will create and orchestrate a demand plan through key stakeholders across the marketing, digital hub, partner, and quota carrier community. You will be responsible for the overall pipeline health nurturing opportunities through creation, progression and conversion. For strategic deals, you will coordinate a customer engagement strategy with the partners. As the single point of contact for Sustainability demand generation best practices, you will enable sellers and partners to achieve bookings targets through high-quality pipeline.

Key Responsibilities

1. Volume GTM Execution

Drive execution of volume Sustainability GTM with a focus on Cloud ERP, Business Suite and Partner Driven motions.

Together with the Sustainability PES team orchestrate partner buy in and development across all MUs.

Collaborate with Corporate Digital Sales and Digital Hubs for market potential analysis, partner selection, packaging, and demand execution.

2. Volume Demand Management

• Collaborate with partner marketing to build sustainability brand awareness in volume territories.

• Work collaboratively on demand management initiatives to optimize pipeline creation, with particular emphasis on SCM Premium differentials.

• Take a data-driven approach to designing, monitoring, and adjusting demgen execution in an agile and effective way with measurable success KPIs for each workstream.

3. Stakeholder Orchestration

• Orchestrate cross-functional collaboration with Sales and Support Sales Leaders and Teams (Customer Success, Customer Advisory, and Partner Org).

• Maintain accountability and alignment across matrixed teams and partner organizations with a bias for action.

• Establish governance and give visibility for all stakeholders.

Roadmap to success / Key responsibilities

• Own the Demand Plan for Sustainability and orchestrate its execution across geography, Solution Area and SoDs.
• Translate market potential and customer pain points into focused demand activities that increase market awareness, pipeline coverage, progression and conversion.
• Coordinate demand activities across Marketing, Digital Hub, Partners, Sales and CSM to deliver integrated campaigns and joint partner initiatives.
• Collaborate with Corporate Digital Sales and Digital Hubs for market potential analysis, partner selection, packaging, and demand execution.
• Define and track KPIs that drive sales pipeline quality and velocity; use data-driven insights to optimize programs and hold stakeholders accountable for outcomes.
• Work with regional DMs and Solution Area leads to ensure Sustainability objectives are reflected in campaign design and execution.
• Drive customer-centric messaging and business-case readiness for target personas to shorten time-to-close and improve win rates.
• Lead cross-functional planning, prioritization and resource allocation for demand generation investments.
• Capture and share best practices, playbooks, and scalable processes to continuously improve the demand engine.
• Support enablement for sales, partners and CS teams on demand programs, tools and campaign execution.

What we’re looking for — Qualifications & experience

• Bachelor’s degree required; MBA/Master’s degree preferred.
• 10+ years of professional experience in enterprise software, sales enablement, sales operations, marketing or related functions; international experience preferred.
• Minimum 3 years of SAP experience; cloud / SaaS B2B experience is a strong advantage.
• Proven experience driving sales pipeline using modern, data-driven demand generation methods (digital sales, social selling, digital marketing, outbound prospecting, propensity models).
• Experience planning integrated campaigns, building partner-led demand initiatives, and evaluating new market opportunities.
• Demonstrated program/project management experience in multi-cultural, matrixed organizations.

Competencies & skills

• Strong analytical skills with disciplined, data-driven decision-making.
• Excellent organizational, business-strategy planning and program/project management capabilities.
• Outstanding communication, presentation and stakeholder-management skills at executive and operational levels.
• Business acumen: ability to map customer desired outcomes to SAP solutions and value propositions.
• Ability to operate as a “spider in the web” across Sales, Marketing, Partners and Sales Ops.
• Creative and innovative mindset combined with structured execution orientation.
• Team player who drives results in a virtual, cross-functional environment.
• Fluency in English required; additional languages and fluency in local market language(s) are an asset.

Why SAP

You will join a global, collaborative team where your work directly shapes how customers discover, evaluate and adopt Sustainability solutions. This role offers the opportunity to influence GTM strategy, build scalable demand capabilities, and accelerate company growth through high-impact pipeline generation.

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, 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 annual combined range for this position is 100000-216000USD. 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.

AI Usage in the Recruitment Process

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

Requisition ID: 454771 | Work Area: Administration | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid