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SAP NS2 Digital Demand Representative - Herndon-20171 Job

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Date: Nov 15, 2018

City: Herndon, VA, US, 20171

Company: SAP

Requisition ID: 200488
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time



SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

SAP NS2 Digital Demand Representative – Herndon-20171


SAP is the global market leader for business software and related services, and SAP National Security Services Inc. ® (SAP NS2®) is an independent U.S. subsidiary, offering SAP solutions with specialized levels of security and support to meet the requirements of U.S. national security and critical infrastructure customers.

Must be a U.S. Person; NS2 does not offer Visa sponsorship 

All internals must have manager’s approval to transfer


The SAP NS2 Digital Demand Representative role/purpose is to generate new qualitative pipeline for Sales Executives by:


  • Executing proactive demand generation initiatives to net new contacts and follow-up incoming leads, nurture and convert them to high quality business opportunities
  • Applying new sales methods like digital prospecting, video communication and social Selling
  • Aligning with sales teams on general territory planning to create high propensity customers cluster to target
  • Drive and nurture the customer interest, convert it into an opportunity and once qualified, pass it over to the sales representative to drive to closure
  • Organizing joint sales campaigns with sales executives and partners, further develop the campaign concept, increase efficiency by improved customer selection based on latest market data
  • Developing industry and/or product expertise
  • Aligning with external agencies and enable their staff to adequately position SAP solutions according to customer industry requirements


Our SAP NS2 Digital Demand Representatives are customer focused with good business acumen. They must understand business needs quickly and be able to translate problems to solutions with SAP’s products. 
This position requires both strategic and detailed thinking, strong initiative and deep knowledge of how to leverage social and web media to influence business leaders and become their trusted advisors. 
You will get to work closely with experienced, savvy professionals building a great foundation for both your personal and professional future. You provide the passion, commitment and direction and we’ll give you the support, opportunity and network you need to evolve your career. 

Campaign Execution & Opportunity Management


  • Align with sales leadership and Inside Sales Executives, Account Executives and Business Development Executives for most effective territory planning and execution, covering all routes to market
  • Develop self-demand generation campaign calendar in conjunction with CSEs and/or GBSEs based on the needs of the territory (Territory Plan crated by the Sales Executives), specialization and industry. Review current pipeline trends to help define the campaign plans. Additionally, work with Sales & Marketing, General Business & Marketing, COEs on the development and execution of sales plays
  • Generate and qualify opportunities via digital prospecting, email campaigns, and calls
  • Generate and Qualify leads fully leveraged on Social Selling and digital communication tools and practices.
  • Regularly review pipeline and progression, being responsible for the pipeline quality of future quarters. Proactively give qualitative and quantitative feedback to Marketing on campaigns using standard procedures and reports

Opportunity Development and Nurturing


  • Support follow up on aging/stagnant opportunities to re-energize back into an active sales cycles
  • Plan activities in close alignment with sales executives 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

Data entry in CRM


  • 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, e-learning, virtual classroom or mentor-lead activities
  • Complete and qualify a structured skill development and enablement plan



  • Bachelor degree required
  • Excellent communication skills and ability to network within a client´s organization and access decision makers, preferably using Basho email or similar approaches
  • Understand client business needs and pain points
  • Critical business judgment and comfort making recommendations to senior executives
  • Must be active in social media to generate leads, for example Twitter, blogging, LinkedIn Sales Navigator, etc.
  • Good IT/ preferably business software knowledge and understanding of SAP solutions
  • Strong in teamwork and ability to learn and adapt quickly
  • Energetic and goal oriented
  • Ability to create empathy
  • Ability to listen to customer´s needs
  • Capacity to participate and understand the Territory Plan of the assigned ISE, AE, BD
  • Ability to manage different Demand Generation initiatives at the same time
  • Time management to arrange a weekly and monthly time schedule
  • Clear interest to be a sales person and develop a solid sales career



Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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. ( or, APJ:, EMEA: Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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

Nearest Major Market: Washington DC

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