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SAP · 1 day ago

Sales Development Manager - SAP Digital Hub (Alpharetta, GA)

Alpharetta, GA

Full-time

Hybrid

Senior Level

$173K/yr - $369K/yr

7+ years exp

SAP is a global leader in business application software, helping companies run better. The Digital Sales Development Manager will lead a team responsible for generating new pipeline and nurturing demand for SAP solutions, ensuring high-quality customer engagement and supporting the development of team members into future leaders.

AnalyticsBusiness IntelligenceBusiness Process Automation (BPA)ComputerData ManagementFinanceSoftware

Growth Opportunities

No H1B

Responsibilities

To produce high quality incremental pipeline with a high conversion rate to bookings for the target business segment

To develop SDE talent into the future Account Executives

To operate with excellence, taking data-driven business decisions to optimize Demand Generation tactics, and running an operating model with rock solid business process execution

Communicate SAP's overall Sales & Marketing Strategy to all stakeholders internally and externally

Identify key areas (regional, industry segment, solution segment, etc.) of the Sales route-to-market which enables SAP's growth within assigned segment, territory and/or LoB

Prioritize these areas according to market potential and develops feasible implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics

Ensure implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, Digital Hub Leaders, Sales Innovation and Optimization team, Sales Operations, Channel, Solutions and other key stakeholders as required

Responsible for coverage and execution of entire territory incl. quota, top deal status review, forecast on revenue and net new names by customer segment, routes to market (direct vs. indirect), education and consulting where assigned and other dimensions as assigned

Promote an effective approach to improve the Sales route-to-market in assigned territory taking the regional / local market dynamics into account

Oversee and is accountable for the recruitment, development and management of the Sales Development Executives (SDE) and assigning appropriate territory & focus areas where needed. Oversees the fulfilment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level

Accountable for managing the SDEs pipeline to ensure attainment of Sales business unit targets and performance goals

Manage and drive sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in the area assigned

Review status of top deals and accounts, and opportunities plans for key deals requiring senior management support

Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect revenue target and achieve target profitability within assigned territory(ies)

Coordinates the SDEs sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach

Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations

Ensure healthy pipeline is in place for assigned area of responsibility: designs Demand Generation activities jointly the regional SAP leadership, as well as their peer Demand Management leaders (Marketing, Go-To-Market, Partner and Eco-system)

Regularly review the pipeline, consolidates and communicates pipeline progression and revenue forecast to Channel Head and/or MU leader and other key stakeholders as required

Ensure sales territories are defined and accounts are allocated, reviews performance on a regular base and requests adjustments necessary

Allocate appropriate resources and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly

Conduct regular business review meetings or forecast calls

Plan, build and maintain strong business relationships with key strategic customers, partners and executives on a regional and local level to help drive target business segment Sales strategic priorities

Ensure successful roll out of programs and offerings in key markets in close cooperation with SAP's internal units, via partners and/or leveraging marketing events

Monitors success of target business segment Sales programs and offerings, evaluates results based on common targets and initiates enhancement of activities in order to drive SAP's growth targets

Supports target business segment Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required

Handles issues within the organization that require management attention

Ensures timely roll-in of customers' requirements regarding necessary advancements of Solutions, Processes, Systems and Tools

Drives the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in assigned territory

Drives business and operational change within the team to drive highest levels of employee satisfaction

Initiates recruiting and drives evaluation process of new team members in the light of coverage needs

Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage

Manages productivity of all team members

Leverage our ecosystem and organize DG activities through agreed partners

Become the business expert of the strategic accounts and run quarterly (regularly) business review with the extended team, stakeholders and present a data driven approach of upcoming activities

Qualification

Demand GenerationSales ManagementTeam LeadershipPipeline ManagementAnalytical SkillsCoachingCommunication SkillsCollaborationTime Management

Required

7+ years of experience in Demand Generation or Inside Sales environment

Proven ability leading teams to achieve pipeline build, pipeline progression and pipeline closure KPIs

Demonstrates a Line of Business agnostic approach to planning, executing, measuring and refining effective digital prospecting strategies at scale

Experience in global management, managing relationships to lead business outcomes and shared success

A trusted advisor to cross-functional stakeholders

Experience in managing multi-disciplinary teams and international cultures, both local and remote

Stability – a history of intelligent career decisions that resulted in successful tenures and overachievement

Proven track record connecting strategy to rigorous execution. Ensuring load balanced across regions and SDE's, that targets are accomplished through accurate forecasting and total transparency

Proven track record of leading and motivating highly effective internal sales teams through hiring and inspiring to consistently achieve pipeline created to pipeline closed performance goals

Internal promoter of Early Talent – demonstrates an effective Talent Development Journey growth beyond role

Natural ability to foster a positive, collaborative working environment that guides fast innovation and keep our processes and methodologies ahead of the market

Strong focus on continuous improvement, using creatively and resourcefulness to optimise resources

Analytical mindset, confident in drawing performance data from multiple tactics and sources, interpreting and forecasting trends and surfacing insights and actionable intelligence

First class communication skills, internal promoter and broadcaster of results

A proven self-starter with a strong sense of what needs to be done and effective time management to meet tight deadlines in a high-growth, rapidly changing marketplace

Relentless focus on exceeding results, both short term and long term and ensures this ethic is driven deep across your team

Master or equivalent business experience

Hiring location SAP's North America Digital Hub: Alpharetta, GA

Location - Alpharetta required

Office requirement - Candidate(s) will be required to work 3 days a week in SAP's Alpharetta office/client site as per our Pledge to Flex return to office policy

SAP is not offering relocation benefits for this role at this time

SAP is not offering current or future visa sponsorship for this role at this time