Senior Director, US SMB Field Marketing

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Job Overview


The Senior Director, Field Marketing for US SMB at SAP Concur is responsible for supporting aggressive growth revenue targets for SAP Concur’s largest addressable market.


You will formulate the growth strategy for the SMB division by leveraging analytics, deeply understanding the target audience, and partnering closely with sales leadership. You’ll lead your team of field marketers to deliver by encouraging collaboration with corporate marketing partners, Sales Development and the respective regional sales teams.


You will also develop and lead the execution of the annual growth marketing plan while delivering breakthrough return on investment and an outstanding customer experience.


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, an expert level of knowledge of acquisition marketing, marketing automation and demand management waterfall 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

· Field Marketing Strategy: Develop and lead integrated demand generation and funnel acceleration strategies to meet and exceed pipeline targets.

· Work cross-functionally with Acquisition Marketing to influence digital marketing programs designed to maximize the delivery of high converting leads

· Lead regional Initiatives, including market expansion, campaign support in market, product launch support in market, pricing and offer strategies

· Oversee the development and execution of demand creation programs by

· Innovate, Experiment and Optimize marketing tactics to deliver against aggressive growth targets


Data Driven Marketing Leadership

· Forecast, measure, analyze and report on the impact and performance of marketing performance and demand creation activities on sales pipeline, revenue and sales cycle length (demand waterfall). 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 field 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 NA Sales and Market Development 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:

New Business: Marketing Attributed Pipeline, Marketing Sourced Pipeline, MQL Volumes, Conversion from MQL-SW, Database Health

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

15+ 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 across-the-funnel integrated programs.

Ability to leverage digital marketing including SEO/SEM as part of an integrated marketing plan.

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

We build breakthroughs together

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.

We win with inclusion

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:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 336394  | Work Area: Marketing  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations:  #LI-Remote

Requisition ID:  336394
Posted Date:  Jun 25, 2022
Work Area:  Marketing
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Newtown Square, PA, US, 19073

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