Head of Market Development & Advisory, GC

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.

GC Head of Market Development and Advisory

The Head of Market Development, a key member of the Customer Success (CS) MU leadership team, will have general responsibility for focusing on the holistic health of out-quarter business. Works alongside the Regional Strategy and Transformation lead to ensure strategic programs and innovation initiatives are being implemented in GC in support of CS business goals, financial objectives, portfolio aspirations, and field/organizational growth requirements. Responsible for driving Quarter+1 / Quarter+2 preparedness and provides a connective voice across all demand generation engines, building a cohesive demand strategy and achieving desired pipeline goals across all solutions, segments, industries, and geographies.

Responsibilities

Strategic program and initiative implementation

• Provide hands-on leadership and support in the implementation of Global, Regional and MU-specific programs and initiatives in GC. Ex. Global NLAC program, Regional Digital Hub ramp up, GC Point of Presence cases. Own and drive these initiatives within GC on behalf of the MD.
• Link Global and Regional programs / initiatives between GC and key Regional stakeholders - including the Regional Strategy / Transformation resources and the Regional CBO.
• In conjunction with Digital Hub leadership, mature the regional Digital Hub strategy; drive DH motions, modalities & processes into GC

Key MU leadership

• Act as a clear leader in GC and represent the MD when not available with customers, partners and internal stakeholders.
• Represent SAP externally at an executive level. Function as Executive Sponsor, where appropriate.

Demand execution

• Be the single owner for high quality pipeline in CQ+1 and CQ+2, as well as overall 4RQ
• Implement a programmatic approach to managing pipeline, supported by Demand Management and build depth of understanding across sources of demand generation to ensure appropriate build against pipeline diversity & goals.

Experiences

• Transformation: Track record of translating transformations and strategy into execution & measurable business success (top line or bottom line)
• Business performance: track record engaging with customer-facing, sales, services, support or customer engagement organizations..
• Demand: Experience driving results through a multi-faceted, out-quarter and multi-year demand landscape.
• Customer Focus: Well- respected, proven leader with a strong focus on the Customer and Customer success

KPIs (not inclusive)

Strong alignment to regular business KPIs to measure business success of transformation

• Customer Success: Adoption, Consumption and Renewal goals.
• Execution Excellence: Pipeline growth / conversion. Solution diversity of pipeline growth / conversion.

Language: Fluency in English and Mandarin

Education: Bachelor’s Degree or equivalent accreditation required; Master’s Degree or MBA Preferred

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 are ethical and compliant

Our leadership credo: Do what’s right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

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

Requisition ID: 430395 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.