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SAP Concur - Director of US SMB Client Marketing

What we offer

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!



The Director, Client Marketing for US SMB at SAP Concur is responsible for supporting aggressive customer retention, and cross-sell growth revenue targets for SAP Concur’s largest customer base. You will formulate the onboarding, retention and growth strategy for the three SMB divisions by leveraging analytics, deeply understanding the target audience, and partnering closely with leadership from the Client Success and Client Sales organizations. You’ll lead your team of client marketers to deliver by encouraging collaboration with marketing partners including events, product marketing, digital/web and other corporate marketing teams.


You will also develop and lead the execution of the annual client marketing plan while delivering breakthrough return on investment and an outstanding customer experience that increases customer lifetime value.


This role requires a broad range of marketing and leadership skills to be successful including marketing communications (written and verbal) and data analytics. In addition, advanced knowledge of client marketing, marketing automation and community/advocacy development is required.


The position reports to the VP Marketing, North America SMB



Marketing Strategy Leadership

  • Marketing Planning: Drive annual and quarterly planning and review processes
  • Client Marketing Strategy: Develop and lead the team to execute and optimize coordinated customer retention and growth programs to meet and exceed retention and pipeline targets. 
  • Lead the management of the customer contact process and customer interaction, including online/offline communities, events, customer advisory boards, user groups and executive roundtables
  • Lead regional Initiatives, including market expansion, campaign support in market, product launch support in market, pricing and offer strategies
  • Work cross-functionally with both field and corporate marketing to develop and influence strategies for driving success in client marketing
  • Evaluate, select and manage outside vendors that participate in the development and execution of demand creation programs
  • Innovate, Experiment and Optimize marketing tactics to deliver against aggressive targets


Data Driven Marketing Leadership

  • Forecast, measure, analyze and report on the impact and performance of customer marketing activities on customer growth, retention and financial outcomes, and communicate these impacts within the organization. Benchmark and compare against other geographies/segments for response, conversion rates and pipeline.
  • Forecast, direct and adhere to marketing budgets to achieve pipeline objectives including the tracking, monitoring and reporting of marketing spend, relative to sales and marketing funnel performance
  • Ensure that team understands and can communicate quarterly goals and targets and can align their planned activities back to key KPIs


Marketing Team Leadership:

  • Understand, embrace and cascade the company strategy to build organizational confidence and empower the client marketing team.
  • Set objectives and development plans, review performance, and provide feedback on a regular basis
  • Lead, mentor, and inspire a high caliber team of marketing professionals to achieve key business goals.


Stakeholder Management:

  • Proactively interact cross functionally across the Field and Corporate marketing teams to drive success for your division, for SMB Globally and for SAP Concur as a whole.
  • Build positive relationships with Client Success and Client Sales leadership teams. Drive alignment on goals and strategies and a “one team” approach to success.


Key Metrics:

Deliver against annual goals in the following categories:

Customer: Marketing Attributed Pipeline, Marketing Sourced Pipeline, MQC Volumes, Conversion from MQC-SW, Customer Retention.

Team: Employee Engagement, Leadership Trust, BHCI (Annual PeopleSurvey and additional 2x pulse surveys) – goal is to remain in line with or improve upon overall SAP Concur Marketing scores.


Position Requirements
  • 10+ years field marketing experience in B2B cloud software industry
  • Relevant work experience at the Region and/or Market Unit level
  • BS required; MBA preferred
  • Experience creating and implementing proven successful customer retention and growth strategies
  • Experience in brand management, PR, marketing content development and management
  • Experience with MS Office applications, CRM (Salesforce), marketing automation (Marketo or a similar tool), and business intelligence tools (Tableau)


Job Specific Specialized Knowledge & Skills
  • Strong communication, collaboration and interpersonal skills including influential leadership
  • Comfort and experience leading teams who directly or indirectly report into you (e.g. via matrix and/or dual-reporting organizational structure)
  • Action oriented and independent with strong organizational skills
  • Effective at overcoming ambiguity with solid go-forward strategies
  • Flexibility and willingness to prioritize and effectively manage a broad variety of initiatives
  • Cultural awareness and ability to accommodate different time zones
  • Thrive in an informal "start-up" culture including willingness to work extended hours from time to achieve goals set by immediate manager or demanded by key customers


This role entails up to 20%+ travel and virtually located anywhere in the US




We are SAP

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.


Our inclusion promise

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.


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:312013 | Work Area: Marketing | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time  | Additional Locations: 

SAP Concur - Director of US SMB Client Marketing

Facility:  312013
Posted Date:  Nov 18, 2021
Work Area:  Marketing
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Eden Prairie, MN, US, 55344

Nearest Major Market: Minneapolis

Job Segment: Manager, SAP, ERP, Marketing MBA, Management, Marketing, Technology