Global Go-to-Market (GTM) Leader - SAP BTP

Job Description

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Role Summary

You will lead go-to-market and execution strategy across key sub-solutions within SAP BTP (e.g. Integration Suite, Build, Custom AI, Data Management, Automation). This role balances market-facing execution with internal product alignment to ensure each sub-solution grows impactfully and supports the broader platform strategy.

Expectations BTP GTM Leade

• Ability to hit all relevant KPIs (bookings, revenue, pipeline, win-rates, churn, adoption, etc.)
• Establish a high-performance culture and team: establish, nurture, hire, train and coach a team of high performers who consistently outperform closest competitors. Take proactive actions in case of low performance and keep pushing the bar higher and higher. Also, celebrate and elevate the top performers!
• Take accountability for pipeline: work on pipeline with the same level of intensity and focus as the bookings number. Structure the GtM strategy, define the demand and sales players, and collaborate with sales, marketing, partnerships, CSM and digital hubs to boost pipeline. This includes defining and managing Industry Led Motions, foster cross sell of AI & BDC and end to end processes across Cloud ERP (across your own LoB).

• Adoption: Key focus on long-term ARR growth over upfront bookings and work well together with CS&D. Ensure clients become strong advocates for SAP.
• Elevate the customer experience: product knowledge with CxO insights (Why SAP: Business Suite, AI, value selling, specific business outcomes), demo that excites (new level of demo experience - not feature function), embody E2E Business Suite Thinking: leverage all the Suite can offer to improve LoB performance.
• Know your clients, prospects, partners and competitors: personal involvement at CXO level at customers. Also, know the competitive landscape, and each and every competitor in those large deals (their positioning, sales approach against SAP, strengths, weaknesses, USPs, etc. Lastly, build strong relationships and sales motions with the alliance/partner eco-system, find new avenues to expand our GtM and win together. These partners have to prioritize and position SAP over best of breed solutions.

• Deliver executive-level insights and dashboards for solution health and market traction, Define and monitor execution plans across regions, identifying friction points and removing barriers to scale

Qualifications

• 10+ years leadership experience in a global matrixed environment
• Bachelor’s degree
• Experience in both a platform and business environment

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.

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 340400 - 578700(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.

Requisition ID: 432162 | Work Area:Sales Support | Expected Travel: 0 - 10% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid