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Sales

Demand Management Director

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!

 

 

PURPOSE AND OBJECTIVES

The Demand Management Director is a demand expert that provides senior strategic demand and pipeline support for their respective Market unit and Lines of Business (LOBs) within the Midmarket (MM) in North America.  This individual is responsible for driving a MM demand generation plan, with pipeline build strategies & development of scale initiatives. The result of the plan and execution is developing the pipeline coverage needed to achieve and overachieve their aligned sales team’s quotas.

 

You will act as a Trusted Advisor to the MM Market unit and LOB leadership teams by providing high impact, coordinated demand generation activities, tactics and programs based on strategic growth areas; analysis of pipeline and YTD performance measurements. You will also engage very closely with the Lines of Business account team providing data driven demand plans and putting demand generation campaigns into market.

 

Expectations and Task:

 

The LOB Demand Management Director will have the following responsibilities:

  1. LOB alignment responsibilities for the whole of NA
    1. Understand the LOB composition to drive high-value Sales Program/Play recommendations based on priority industries and the LOB solution focus, account whitespace and LOB targeting
    2. Continuous analysis of the Demand Management Dashboard, and other relevant data to understand areas of strength and weakness across relevant solution areas and sales teams
    3. Collaborate and build Campaigns (or micro-campaigns) in accordance with the needs of the LOB and those of the Demand Management framework calendar
    4. Lead Weekly / Bi-weekly demand cadence with LOB VPs making appropriate demand gen suggestions
    5. Lead Monthly 1:1 cadence with LOB Account Executives (AEs)
      1. This includes solution strategy, account planning, demand strategy, cross-functional dependencies, collaboration with Digital and Inside Marketing Sales teams, campaign launches, and strategic partnering
    6. Contribute to Monthly Team Demand Generation Calls with both your LOB and your demand team
      1. Pipeline growth; gaps; In-region marketing activities; global marketing activities; Partner activities; etc.

 

 

  1. Demand Management framework execution:
    1. Host Demand Management monthly reviews and participate in quarterly Steering committee calls with MU Sales leader to Analyze, Prioritize & Direct demand activities. Prioritize Pipeline Health Issues, Strategic Plan to Address, & Assign Plan Owners. Q+1, Q+2 and R4Q pipeline health, identify risks by different GTM segments, prioritize risks and create high level actions to mitigate those risks.
    2. Leverage data analysis to build high impact programs with short time to value/revenue
    3. Align with MM NA LOB & VAT resources in region and global to help drive continuous improvement and relevance of program deliverables

 

Learning:

Engaging with the sales teams

Developing AE and FLSM relationships

Alignment with SAP partner ecosystem

Strategy development

Marketing, Solution and Industry alignment

 

The NA Midmarket Demand Management team is looking for a motivated individual who is a self-driver with a solid understanding of SAP's business and CRM/HXM/Procurement and Supply Chain Solutions. This is an opportunity to engage directly with the sales team and the sales leadership, while developing innovative demand strategies and pushing these initiatives into market.

Additional Notes:

  • Professional experience in Sales, Marketing &/or Business Development
  • Partner Channel experience working with VARs
  • Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
  • Strong financial & business acumen, and an understanding of SAP’s Strategy and North American GTM goals with the ability to translate these into high-impact actionable plans
  • Exceptional oral and written executive communication skills
  • Passion to challenge, improve and innovate at both a personal and organizational level
  • Ability to interpret & analyze data; make data-driven recommendations
  • Divergent thinker who can find creative solutions to business problems

 

 

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.

Requisition ID:317266 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Demand Management Director

Facility:  317266
Posted Date:  Jan 20, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Newtown Square, PA, US, 19073


Nearest Major Market: Philadelphia

Job Segment: Manager, ERP, Business Development, Marketing Manager, SAP, Management, Technology, Sales, Marketing