SAP

Demand Management Director - Midmarket (West Region - Remote)

SAP

June 11, 2021


Requisition ID: 287860
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.
POSITION: Demand Mangement Director - Midmarket

LOCATION:
Midwest Region (Chicago preferred)

PURPOSE AND OBJECTIVES

The Demand Management Director is a demand expert that provides senior strategic demand and pipeline support for their respective Market unit within the Midmarket 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 a 4X pipeline coverage.
You will act as a Trusted Advisor to the MM MU leadership team 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 MU account team providing data driven demand plans and putting demand generation campaigns into market.

EXPECTATION & TASKS:

The Demand Management Director will have the following responsibilities:
  • Market Unit/Territory responsibilities
    • Understand the MU composition to drive high-value Sales Program/Play recommendations based on priority industries, account whitespace and LOB targets
    • 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
    • Collaborate and build sales campaigns in accordance with the needs of the MU and those of the Demand Management framework calendar.
    • Lead demand cadence with MU VPs making appropriate demand gen suggestions
    • Lead 1:1 cadence with AEs

i. This includes solution strategy, account planning, demand strategy, cross-functional dependencies, collaboration with DDE team, campaign launches, and strategic partnering
    • Contribute to Monthly MU Team Demand Generation Calls

i. Pipeline growth; gaps; In-region marketing activities; global marketing activities; Partner activities; etc

  • Demand Management execution:
    • Host Demand Management monthly reviews and a quarterly council 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.
    • Leverage data analysis to build high impact programs with short time to value/revenue
    • 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


EXPERIENCE:

  • 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
  • Ability to work independently, and think outside of the box
  • Ability to problem solve, and bring suggestions to management when a problem is identified


EDUCATION:

  • Four (4) year degree from accredited university.
  • Masters preferred

WHAT YOU GET FROM US
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.
SAP'S DIVERSITY COMMITMENT
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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).
Successful candidates might be required to undergo a background verification with an external vendor.
Additional Locations: Virtual - USA