Digital Sales Lead, Americas, Sustainability GTM

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Role overview

The Americas Digital Sales Lead will be responsible for growing the corporate digital and partner-led sustainability business within the Americas region.  As part of the overall Sustainability GTM team, and within the Growth and Acceleration hub, you will create and orchestrate a demand plan through key stakeholders across the marketing, digital hub, partner, and quota carrier community.  You will be responsible for the overall pipeline health nurturing opportunities through creation, progression and conversion.   For strategic deals, you will coordinate a customer engagement strategy with the partners.  As the single point of contact for Sustainability demand generation best practices, you will enable sellers and partners to achieve bookings targets through high-quality pipeline.

 

Key Responsibilities

1. Volume GTM Execution

Drive execution of volume Sustainability GTM with a focus on Cloud ERP, Business Suite and Partner Driven motions.

Together with the Sustainability PES team orchestrate partner buy in and development across all MUs.

Collaborate with Corporate Digital Sales and Digital Hubs for market potential analysis, partner selection, packaging, and demand execution.

 

2. Volume Demand Management

•    Collaborate with partner marketing to build sustainability brand awareness in volume territories.

•    Work collaboratively on demand management initiatives to optimize pipeline creation, with particular emphasis on SCM Premium differentials.

•    Take a data-driven approach to designing, monitoring, and adjusting demgen execution in an agile and effective way with measurable success KPIs for each workstream.

 

3. Stakeholder Orchestration

•    Orchestrate cross-functional collaboration with Sales and Support Sales Leaders and Teams (Customer Success, Customer Advisory, and Partner Org).

•    Maintain accountability and alignment across matrixed teams and partner organizations with a bias for action.

•    Establish governance and give visibility for all stakeholders.

 

Roadmap to success / Key responsibilities

• Own the Demand Plan for Sustainability and orchestrate its execution across geography,  Solution Area and SoDs.
• Translate market potential and customer pain points into focused demand activities that increase market awareness, pipeline coverage, progression and conversion.
• Coordinate demand activities across Marketing, Digital Hub, Partners, Sales and CSM to deliver integrated campaigns and joint partner initiatives.
• Collaborate with Corporate Digital Sales and Digital Hubs for market potential analysis, partner selection, packaging, and demand execution.
• Define and track KPIs that drive sales pipeline quality and velocity; use data-driven insights to optimize programs and hold stakeholders accountable for outcomes.
• Work with regional DMs and Solution Area leads to ensure Sustainability objectives are reflected in campaign design and execution.
• Drive customer-centric messaging and business-case readiness for target personas to shorten time-to-close and improve win rates.
• Lead cross-functional planning, prioritization and resource allocation for demand generation investments.
• Capture and share best practices, playbooks, and scalable processes to continuously improve the demand engine.
• Support enablement for sales, partners and CS teams on demand programs, tools and campaign execution.

 

What we’re looking for — Qualifications & experience

 

• Bachelor’s degree required; MBA/Master’s degree preferred.
• 10+ years of professional experience in enterprise software, sales enablement, sales operations, marketing or related functions; international experience preferred.
• Minimum 3 years of SAP experience; cloud / SaaS B2B experience is a strong advantage.
• Proven experience driving sales pipeline using modern, data-driven demand generation methods (digital sales, social selling, digital marketing, outbound prospecting, propensity models).
• Experience planning integrated campaigns, building partner-led demand initiatives, and evaluating new market opportunities.
• Demonstrated program