Sales

Demand Management Manager, Nordics

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!

 

 

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
 

Responsibilities Demand Nurturing Agent (DNA)
Sales Strategy
Communicates SAP's overall Inside Sales & Marketing Strategy to all stakeholders internally and externally
Identifies key areas (regional, industry segment, solution segment, etc.) of the Inside Sales route-to-market which enables SAP's growth within assigned segment, territory and/or LoB
Prioritizes these areas according to market potential and develops feasible implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics
Ensures implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, eCentre Leaders, Inside Sales Innovation and Optimization team, Inside Sales Operations, Channel, Solutions and other key stakeholders as required.


Sales Management
Responsible for coverage and execution of entire territory incl. quota, top deal status review, forecast on revenue and net new names by customer segment, RTM (direct vs. indirect), education and consulting where assigned and other dimensions as assigned.
Promotes an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account.
Oversees and is accountable for the recruitment, development and management of the Inside Sales Executives and assigning appropriate focus areas (generalist, specialist, education and consulting where assigned)
Oversees the fulfillment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level
Accountable for managing the Inside Sales pipeline to ensure attainment of Inside Sales business unit targets and performance goals
Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in the area assigned
Review of top deal status, account-  and opportunities plans for key deals requiring senior management support
Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect revenue target and achieve target profitability within assigned territory(ies)
Coordinates the Inside Sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach
Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations
The DNA will have the same KPIs as the ISE, based on Pipeline & Revenue


Pipeline and Demand Management
Ensures healthy license pipeline is in place for assigned area of responsibility: designs Demand Generation activities jointly with the Innovation and Optimization team and Inside Marketing team
Regularly reviews the SW license revenue pipeline and/or services pipeline, consolidates and communicates pipeline progression and revenue forecast to Channel Head and/or MU leader and other key stakeholders as required
Develops and drivessales initiatives and campaigns with Marketing, Inside Sales, IS Innovation and Optimization team and eCentre Leaders in order to accelerate pipeline build and revenue conversion following Inside Sales requirements


Territory / Account Planning
Ensures sales territories are defined and accounts are allocated; reviews performance on a regular base and requests adjustments necessary
Allocates appropriate resources (ISE's, Presales, etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly
Conducts regular business review  meetings or forecast calls
Provides feedback to executive Field and/or Services Management on engagement level with Inside Sales Team


Relationship Management
Plans, builds and maintains strong business relationships with key strategic customers, partners and executives on a regional and local level to help drive Inside Sales strategic priorities
Ensures successful roll out of programs and offerings in key markets in close cooperation with SAP's internal units, via partners and/or leveraging marketing events
Monitors success of Inside Sales programs and offerings, evaluates results based on common targets and initiates enhancement of activities in order to drive SAP's growth targets


Deal Support / Escalation Management
Supports Inside Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required
Handles issues within the organization that require management attention
Manages customer / partner escalations in a proactive and professional manner in order to maintain satisfaction levels and to secure future business
Ensures timely roll-in of customers' requirements regarding necessary advancements of Solutions, Processes, Systems and Tools


Leadership / People Development
Drives the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in assigned territory
Drives business and operational change within the team to drive highest levels of employee satisfaction
Initiates recruiting and drives evaluation process of new team members in the light of coverage needs
Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage
Manages productivity of all team members

 

Experience & Language Requirements
Minimum 10 years' experience in Demand Generation or Inside Sales environment
Preferabley TeleMarketing experience, specifically high volume phone-centric work
Experiencing managing a team
High volume activity working environments, involving phone and a CRM / contact management system 
Business level English and at least one additional Nordic language 

Education
Bachelor or equivalent business experience

 

Location

Denmark, Sweden, Norway or Finland 

#SAPEMEANCareers

 

 

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:322979 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time  | Additional Locations: Virtual - Norway

Requisition ID:  322979
Posted Date:  Jun 13, 2022
Work Area:  Sales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Espoo, FI, 02150

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