Head of Market Unit Development - West Market Unit

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The Head of Market Development, a key member of the Customer Success (CS) MU leadership team, will have general responsibility for focusing on the holistic health of out-quarter business. Works alongside the Regional Strategy and Transformation lead to ensure strategic programs and innovation initiatives are being implemented in the MUs in support of CS business goals, financial objectives, portfolio aspirations, and field/organizational growth requirements. Responsible for driving Quarter+1 / Quarter+2 preparedness and provides a connective voice across all demand generation engines, building a cohesive demand strategy and achieving desired pipeline goals across all solutions, segments, industries, and geographies.

Responsibilities:

Strategic program and initiative implementation

• Provide hands-on leadership and support in the implementation of Global, Regional and MU-specific programs and initiatives in the MUs.   Ex. Global NLAC program, Regional Digital Hub ramp up, MU Point of Presence cases.  Own and drive these initiatives within the MU on behalf of the MD.
• Link Global and Regional programs / initiatives between the MU and key Regional stakeholders - including the Regional Strategy / Transformation resources and the Regional CBO.
• In conjunction with Digital Hub leadership, mature the regional Digital Hub strategy; drive DH motions, modalities & processes into the MUs.

Key MU leadership

• Act as a clear leader in the MU and represent the MD when not available with customers, partners and internal stakeholders.
• Represent SAP externally at an executive level. Function as Executive Sponsor, where appropriate.

Demand execution

• Be the single owner for high quality pipeline in CQ+1 and CQ+2, as well as overall 4RQ
• Implement a programmatic approach to managing pipeline, supported by Demand Management and build depth of understanding across sources of demand generation to ensure appropriate build against pipeline diversity & goals.

Experience

• Transformation: Track record of translating transformations and strategy into execution & measurable business success (top line or bottom line)
• Business performance: track record engaging with customer-facing, sales, services, support or customer engagement organizations.
• Demand: Experience driving results through a multi-faceted, out-quarter and multi-year demand landscape.
• Customer Focus: Well- respected, proven leader with a strong focus on the Customer and Customer success

KPI’s (not inclusive)

Strong alignment to regular business KPIs to measure business success of transformation

• Customer Success: Adoption, Consumption and Renewal goals.
• Execution Excellence: Pipeline growth / conversion. Solution diversity of pipeline growth / conversion.

Language: Fluency in English, any other language an asset. Fluency in the language of local markets desirable.

Education: Bachelor’s Degree or equivalent accreditation required; Master’s Degree or MBA Preferred.

Expectation is that successful candidate is located in the West Market Unit. 

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: Careers@sap.com
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.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 391812  | Work Area: Presales  | Expected Travel: 0 - 20%  | Career Status: Executive  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.