Director, Go-To-Market (GTM) Strategy - Americas

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 Summary

The Director, Go-To-Market (GTM) Strategy – Americas is responsible for shaping, operationalizing, and continuously improving the go-to-market strategy for SAP’s Americas business. This leader partners closely with regional business leaders across CVG, Marketing, Solution Areas, Finance, and Strategy & Operations to translate SAP’s GTM direction into a focused portfolio of priorities, integrated plans, and execution rhythms across the year.

Key Responsibilities

GTM Strategy and Portfolio

- Define and refine the Americas GTM strategy across segments, industries, solution areas, and routes-to-market.

- Translate strategic priorities into an annual and in-year GTM portfolio with clear objectives, owners, milestones, and success metrics.

- Ensure regional GTM priorities align with SAP’s broader direction, including partner-led motions and segmentation choices where relevant.

-Analyze and design growth initiatives for individual stakeholders as well as broader regional businesses

Planning, Design, and Operating Model

-Provide data & statistical analysis across business priorities to frame initiatives & investment strategy

- Lead the annual and intra-year GTM planning cycle for the Americas, including prioritization, investment framing, and execution design.

- Design and evolve the operating model and management cadences that connect strategy to execution, including business reviews, pipeline reviews, and initiative governance.

- Partner with Finance, Revenue Operations, Transformation and business stakeholders to connect GTM priorities to growth goals, productivity assumptions, and resource allocation.

Cross-Functional Partnership

- Serve as a strategic partner to senior stakeholders across CVG, Marketing, Solution Areas, Finance, and Strategy & Operations.

-Collaborate with global stakeholders in Strategy & Operations to influence global priorities on behalf of the Region and also execute global programs within the Region.

- Facilitate alignment on GTM plays, demand motions, coverage approaches, and execution priorities across the Americas region.

- Drive structured decision-making across competing priorities while maintaining focus on revenue growth, productivity, and customer impact.

Execution and Performance Management

- Support the launch and execution of major GTM initiatives, ensuring plans are actionable, measurable, and embedded in field rhythms.

- Establish KPIs, dashboards, and review mechanisms to monitor performance, identify gaps, and recommend course corrections.

- Use data, market feedback, and stakeholder input to continuously improve GTM effectiveness throughout the year.

Transformation and Change

- Help simplify and improve how the Americas business plans and executes GTM priorities in conjunction with the Transformation team.

- Lead or support strategic initiatives that improve clarity, consistency, and accountability across the commercial organization.

- Drive change management, stakeholder communication, and cross-functional adoption for key GTM transformations.

Required Qualifications

- 8–12+ years of experience in GTM strategy, sales strategy, revenue operations, management consulting, or a related field in enterprise software, cloud, SaaS, or a similar B2B environment.

- Proven ability to develop strategy and convert it into practical execution plans across a matrixed organization.

-Comfort with statistical analysis and data visualization, preferably with SAP & Microsoft suite of tools

- Strong analytical, financial, and problem-solving skills, including business case development, planning frameworks, and performance management.

- Demonstrated success influencing senior stakeholders and leading cross-functional initiatives without direct authority.

- Excellent communication and executive presentation skills.

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 combined range for this position is 192300 - 327100(USD) 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.

AI Usage in the Recruitment Process

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Requisition ID: 449734 | Work Area: Administration | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid