Digital Demand Senior Specialist

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SAP Digital is one of the leading and most innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. The purpose of the organization is to support the Customer Success board area with a broad range of services and methodologies across the customer journey to guarantee the acquisition of net-new customers and the successful adoption and expansion of our products. Most importantly, helping more customers run better ultimately translates into a safer, cleaner, more connected, better enabled, and more equal world.

SAP Digital team prides itself not only on the outcomes, but on exemplifying our company values: Build bridges not silos, embrace differences, keep the promise, stay curious, tell it like it is, and live the leadership credo.

PURPOSE AND OBJECTIVES

The Digital Demand Senior Specialist is a demand expert that provides strategic demand and pipeline support across North America aligned to digital business strategies and modalities.  This individual is responsible for driving a demand generation plan, with pipeline build strategies & development of scale initiatives. The result of the plan and execution is developing the pipeline coverage needed to achieve and overachieve their aligned sales team’s quotas, and consistently improve pipeline to revenue conversion.

You will act as a Trusted Advisor to the sales teams by providing high impact, coordinated demand generation activities, tactics and programs based on strategic growth areas; analysis of pipeline and YTD performance measurements. You will also engage very closely with the VAT teams (Industry executive advisory, GROW for scaleups, solution/field marketing and Presales teams) to coordinate data driven demand plans, create content, and put demand generation campaigns into market which are designed to target the “right to win” industries while expanding SAP’s addressable market.

The Digital Demand Management team is responsible for helping the Digital Hubs reach the right audience, at the right time, with the right message to turn prospects into customers who will benefit from high lifetime value from SAP.

As a Digital Demand Management Expert, you will work on a team that collaborates with all stakeholders to deliver data-driven demand generation within the Digital Hub. By driving end-to-end demand chain, you will be helping grow Line of Business footprint in for Net New Names and Installed Base accounts across all Solution Areas, working with respective Partners &/or Account Executives.

Expectations and Task:

The Digital Demand Manager will have the following responsibilities:

1. Cloud ERP and BTP alignment responsibilities for the West MW and S/4HANA Public Cloud US
   1. Understand the market composition to drive high-value Sales Program/Play recommendations based on priority industries and the cloud solution focus, account whitespace and solution targeting
   2. Continuous analysis of the Demand Management Dashboard, and other relevant data to understand areas of strength and weakness across relevant solution areas and sales teams
   3. Collaborate and build Campaigns (or micro-campaigns) in accordance with the needs of the business and those of the Demand Management framework calendar
   4. Lead Bi-weekly demand cadence with sales leadership making appropriate demand gen suggestions
   5. Lead weekly/bi-weekly 1:1 cadence with Account Executives (AEs) and Sales Development executives (SDEs)
      1. This includes solution strategy, account planning, demand strategy, cross-functional dependencies, collaboration with Digital and Inside Marketing Sales teams, campaign launches, and strategic partnering to name a few
   6. Contribute to Monthly Team Demand Generation Calls with both the Sales team and your demand team
      1. Pipeline growth; gaps; In-region marketing activities; global marketing activities; Partner activities; etc.

2. Demand Management framework execution:
   1. Host Demand Management monthly/quarterly reviews and participate in quarterly Steering committee calls with MU Sales leader to Analyze, Prioritize & Direct demand activities. Prioritize Pipeline Health Issues, Strategic Plan to Address, & Assign Plan Owners. Q+1, Q+2 and R4Q pipeline health, identify risks by different GTM segments, prioritize risks and create high level actions to mitigate those risks
   2. Leverage data analysis to build high impact programs with short time to value/revenue
   3. Align with NA & VAT resources in region and global to help drive continuous improvement and relevance of program deliverables

Learning:

Engaging with the sales teams

Developing AE and FLSM/SLSM relationships

Alignment with SAP partner ecosystem

Strategy development

Marketing, Solution, and Industry alignment

The NA Midmarket Demand Management team is looking for a motivated individual who is a self-driver with a solid understanding of SAP's business and the Public Cloud. This is an opportunity to engage directly with the sales team and the sales leadership, while developing innovative demand strategies and pushing these initiatives into market.

Additional Notes:

• +10 years of experience in field sales, Demand Generation or Inside Sales environment
• High volume activity working environments, involving phone and a CRM/ Contact Management System
• Analytical mindset and experience with data-driven decision-making
• Polished professionalism with above-average organizational, planning, and problem-solving skills
• Strong work ethic: Team player, self-starter, high energy, and results oriented
• Strong project management and stakeholder management skills
• Fluency in English required
• Bachelor’s degree in business administration, Engineering or Computer Science
• Partner Channel experience working with VARs
• Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
• Strong financial & business acumen, and an understanding of SAP’s Strategy and North American GTM goals with the ability to translate these into high-impact actionable plans
• Exceptional oral and written executive communication skills
• Passion to challenge, improve and innovate at both a personal and organizational level
• Divergent thinker who can find creative solutions to business problems

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SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

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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.
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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.

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 132,000 - 281,400 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: 389484  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Hybrid