Requisition ID : 281713
Work Area : Consulting and Professional Services
Expected Travel : 0 - 10%
Career Status : Professional
Employment Type : Regular Full Time
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.
As Services Demand Manager (SDM) you will seek opportunity for growth and drive the development of SAP Services business in a designated SAP Market Unit (MU).
SDM is the end-to-end owner of Demand Management (DM) activities, that include demand generation and opportunity qualification best practices.
SDM establish the key reasons for customers and prospects to leverage SAP Services capabilities to achieve strategic business objectives.
SDM team-up with Services Demand Architect and together collaborate closely with Services Business Officer, services sales teams, services solution advisors, solution architects and practice experts to execute growth strategies.
This role is a key position within the broader SAP LAC Services Business Office, reporting to the LAC Head of Demand Management.
Define the Demand Management Strategy for its MU, establishing key strategic priorities by being up to date with market trends and evaluate relevant technologies as well as new go-to-market models, and driving strategic decision making by conducting in-depth analysis and synthesize information into creative but fact-based business insights and recommendations.
As part of this strategy, define and drive growth plans with partners and SAP sales teams executing on SAP Services strategic priorities
Support sales team in building and nurturing pipeline of qualified opportunities and incremental revenue aligned with the sales priorities, that is developed across new business and existing clients, utilizing marketing activities and partner landscape ecosystem apart from self-proactive lead generation
Build the Demand Engine for the respective MU that supports all customer facing roles to achieve the best possible quality pipeline.
Creating curiosity in the market that enforces a reply from targeted accounts and, building trust and strong advisory relationships with services executives from sales, solution architecture, practices, marketing, operations and other internal stakeholders.
As part of this engine, the SDM facilitate build-up of new partners and channels of demand generation for SAP Services
Drive change and DM practices adoption in close collaboration with the MU Services Head, identifying major hurdles and coordinating risk mitigation initiatives, and leveraging tactical / operative agreements, communications & key stakeholder management
Review DM practices for continuous process improvement, drive simplification and provide feedback to the LAC Head of Demand Management and other regional stakeholders.
Tactical & Operational Responsibilities
Support the annual and quarterly demand generation planning process including target setting, investment decisions and resource allocation.
SDM leads the way and articulate actionable plans taking co-responsibility with territory owners and quota carriers (Country Managers, Firstline Sales Managers - FLSM, Services Account Executives and Services Partners).
SDM owns the pipeline health analysis in co-play with services operations
Lead the planning and execution of customer intimacy activities (e.g. executive meetings and workshops for value discovery and / or roadmapping) that are oriented to get up-to-date insights about customer top priorities and strategic needs, and also to build confidence on SAP Services capabilities to support their strategic initiatives to achieve strategic outcomes
Orchestrate the execution of all demand generation plans in the MU, fostering creative strategies, leveraging key stakeholders'
experience and knowledge, as well as enabling tools
Orchestrate all collaborative activities focused on opportunity qualification, ensuring an integral assessment of the value, delivery and financial dimensions.
Coordinates the handling-over of qualified opportunities to Deal Qualification Board (DQB)
Provide visibility into ongoing and future demand generation and opportunity qualification activities, sharing results with all stakeholders and generating insights to fully exploit market potential
Supports MU Services Head and FLSMs regarding presales budget allocation and controlling for demand generation and opportunity qualification activities.
Senior professional with 15+ years of business experience
5+ years of SAP work experience
3+ years of pre-sales or business consulting with SAP Solutions
Experience in program planning and / or evaluating new business development opportunities in new or emerging market
Experience collaborating with C-levels and decision makers
Experience in value management methods and tools is a plus
Skills and Competencies
Must be a change agent and team player with strong initiative, an energizer’ who brings a sense of purpose and fun to building a pipeline culture
Service-oriented attitude and ability to thrive in a dynamic, fast-paced environment
Must have a customer success centric mindset
Must be enthusiastic, outgoing, have high energy, a can-do mentality, ambitious and self-motivated
Process thinking, goal oriented and target driven
Proven leadership skills
Must be able to process information gathered quickly and effectively to overcome objections
Excellent listening, communication, relationship building, and presentation skills at all levels of the organization in an international, multi-cultural setting
Able to work well on own initiative and manage own workload
Able to manage conflicting expectations and agendas
Work well under pressure and be able to think out of the box
Proficient understanding of SAP, its products and solutions, partners, markets and competition
Innovative in building strong virtual teams and influence without authority
Stakeholder Management : ability to act like a spider in the web’ among the core stakeholders (Sales, Architects, Experts, Marketing, Partners, Operations. etc.)
Ability to spot new market opportunities and develop them
Building new partnerships / channels
Fluency in English and local language of MU
Bachelor’s degree in Business Administration, Engineering or Computer Science required from an accredited university. MBA or advanced degree in related discipline 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.
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