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Go To Market Lead - Service Sales Job

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Date: May 13, 2019

City: London, LND, GB

Company: SAP

Requisition ID:195469
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF



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.


Ariba Services Sales Go-To-Market Lead

As a market leader in Procurement solutions software and network, SAP Ariba helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP Ariba empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP Ariba solutions and services enable customers to operate profitably, adapt continuously, and grow sustainably.

The GTM function is focused on designing and maintaining a globally integrated Go-To-Market approach for Services Sales across the globe to support our license sales objectives. It also covers a “cross-regional” dimension and “cross-Line of Service” dimension, resulting in a holistic Services view.

The objective of the GTM is bring together the components of GTM including Portfolio, Marketing, and Enablement – together with a strong partnership with Franchise 4 Success and Operations – to provide the field with the tools that they need to be successful, and to best serve our SAP clients. The SAP Ariba Lead of Services Sales GTM is responsible for leading the development and/or execution of GTM programs and initiatives for Global Services Sales teams. In this role, you will coordinate and support our regional Services Sales teams, regional Services Operations teams, and other internal stakeholders to execute specific programs focused on pipeline development, sales productivity, strategic initiatives, and deal execution. 


Exptectations and Tasks

  • Lead global, cross-functional, diverse teams through influence
  • Collaborate and align with the product team, Strategy and Innovation Group, Licence and Partner teams and Regional Services Sales to influence Portfolio development and ensure field readiness governance for new portfolio launches
  • Partner with Marketing to align on pipeline-building plans and ensure development of customer-centric messaging and assets, campaign development, and event strategy (ex. SAPPHIRE)
  • Collaborate and align with Regional Services Sales, DBS, and internal stakeholder organizations to lead and deploy execution of programs to grow the Services business
  • Measure, monitor, and provide feedback for continuous improvement of Services programs, systems and processes
  • Guide efforts to develop local capabilities, enabling regional teams to respond most quickly to growth opportunities
  • Raise awareness regarding bottlenecks and/or barriers to execution arising from challenges


Skills and Competencies

  • Prior Services Sales experience in an SAP environment, Cloud or Managed Services, or other customer-facing experience highly desirable
  • Ability to navigate in complex landscapes and build networks; must be able to engage and build liaisons at the executive level
  • Deep understanding of Sales processes, policies and operating models, particularly in a Services environment
  • Superior collaboration skills comfortable and an ability to work with different parts of the SAP organization
  • Prior experience leading programs to support Global or Regional Services Sales or DBS teams
  • Demonstrated experience successfully managing or leading teams in complex, cross-functional & matrix capacity




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 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: or, APJ:, EMEA:

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

Additional Locations

Job Segment: ERP, SAP, Procurement, Cloud, Sales, Technology, Operations