Sales Development Manager - SAP Digital Hub

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At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. 

 

The Digital Sales Development team guides and influences customers to take informed decisions in the early stages of their digital transformation journey by creating a world-class engagement experience. This team is responsible for building and nurturing pipeline for dormant and net sales opportunities in the Corporate Business segment and incremental revenue aligned with the Sales teams within their assigned space. This team drives digital and high-quality engagement with potential customers delivering superior customer experience.

 

As a Digital Sales Development Manager, you will work with and develop a team focused on sourcing and nurturing demand to grow all solutions in SAP’s portfolio across all industries, working with SAP & Partners resources, as well as Customers. You will be focusing on SAP’s solution area described below.

 

Key Responsibilities and Tasks

The Digital Sales Development Manager manages a team of Specialist Sales Development resources (commonly referred to Sales Development Executive 'SDE') whose mission is to extend SAP's market coverage by generating new pipeline for SAP solutions.

The Digital Sales Development Manager management goals are:

1. To produce high quality incremental pipeline with a high conversion rate to bookings for the target business segment
2. To develop SDE talent into the future Account Executives
3. 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

 

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately. Support and manage any low performers of your team to bring them back in to a successful track against their KPIs.

 

The Digital Sales Development Manager will be responsible for coordinating, orchestrating and executing the DG plan of the targeted accounts. As a people manager you are responsible for supporting the success not only of your direct reports, but of all employees within the larger team, by helping identify development opportunities and supporting team members achieve their goals.

 

Your responsibilities include:

 

Overall Management

1. Sales Strategy:
• 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
2. Sales Management:
• 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