Sales

SAP - Demand Management Executive

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

 

 

Role Description

The SAP ISBN (Intelligent Spend Management) Demand Management Executive (DME) role reports into Marketing, but functions as an extension of SAP ISBN Sales with full focus on providing coverage in each segment for Software License and Services by generating new pipeline through the following.

  • Executing Targeted Outbound Campaigns via phone, chat and email
  • Accelerating pipeline and increasing conversion by executing programmatic recycled (discontinued / disqualified leads) and reconstituted nurturing (aged pipeline)
  • Onsite event support to engage with clients and prospects in person

 

For targeted outbound campaigns, leads will be qualified according to SAP’s 3Cs which is an internal equivalent version of the BANT methodology. After a lead has been qualified it will be handed over to the VP for the Sales Team the DME supports. Various aging leads and opportunities will be assigned to the DME for nurturing with return to the SAP ISBN Sales Team to further progress them to closing.

 

Reporting into marketing, this position is crucial for onsite event support whether that is SAP ISBN marketing organized events or third-party trade shows. The DME will support and attend as many events as possible within his/her region of responsibility to engage with existing clients and prospects for pipeline generating purposes. The DMEs support several Sales Account Executives in all North America and they will be active participants in territory and account planning and reviews to support their sales colleagues. This gives them a very good exposure to the business and will become future potential candidates for transition into Sales Account Executive roles.

 

Campaign Execution & Lead Management

  • Assist in planning call and email activities to generate pipeline using the most efficient means, in collaboration with the Field Marketing, Solution Specialists and Sales Management
  • Align with Inside Sales colleagues for most effective territory planning and execution, covering all routes to market
  • Generate and Qualify leads through proper means (cold calling, phone campaigns, email actions, etc.) as agreed with management
  • Pass qualified leads to Sales resource for sales stage execution
  • Regularly review lead pipeline and progression. Proactively give qualitative and quantitative feedback to Marketing on campaigns using standard procedures and reports

 

Opportunity and Lead Nurturing

  • Support follow up on aging/stagnant leads and help to identify opportunities to re-energize back into an active sales cycles
  • Plan call and e-mail activities in close alignment with Inside Sales / Field Sales for most efficient opportunity acceleration
  • Drive ongoing nurturing of opportunities expected to enter active sales cycles in 6-12 months out as agreed with management
  • The DME’s KPIs are based on generated Pipeline & Revenue as well as progression to bookings

 

Data entry in the IC Web Client/ CRM system

  • Document all the campaign execution and lead/opportunity management activities using the adequate systems correctly, work together with manager/expert as necessary

 

Training & Enablement 

  • Participate in activities to enhance demand generation and product/solution skills
  • Be active part of either classroom, eLearning, virtual classroom or mentor-lead activities
  • Complete and qualify on all Level 1 enablement activities within 3 months and Level 2 activities in 12 months

 

Work Experience

  • Minimum 3 years’ experience in Field Sales, Inside Sales or Demand Management
  • Preferably Telemarketing experience, specifically high volume phone-centric work
  • Self-starter and numbers driven with strong drive for success
  • High volume activity working environments, involving phone and a CRM / contact management system
  • Business level English
  • Bachelor and/or equivalent business experience

We build breakthroughs together

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.

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.

COVID-19 Considerations​
We value the safety of each member of our community because we know we’re all in this together. In many locations, which may change over time, we’ve implemented a virtual hiring process and continue to interview candidates by video or phone.​
SAP prioritizes employees returning to work in the office, if that makes sense for their team. All U.S. employees must be vaccinated to enter SAP offices or attend SAP events at this time. Therefore, we expect all candidates to be fully vaccinated or to be approved by SAP for a legally permitted exemption prior to commencing work at SAP.

Requisition ID: 333809  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: Virtual - USA

Requisition ID:  333809
Posted Date:  Jun 23, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Boston, MA, US, 02109

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