Digital Demand Senior Specialist

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SAP Digital is one of the leading and most innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. The purpose of the organization is to support the Customer Success board area with a broad range of services and methodologies across the customer journey to guarantee the acquisition of net-new customers and the successful adoption and expansion of our products. Most importantly, helping more customers run better ultimately translates into a safer, cleaner, more connected, better enabled, and more equal world.

SAP Digital team prides itself not only on the outcomes, but on exemplifying our company values: Build bridges not silos, embrace differences, keep the promise, stay curious, tell it like it is, and live the leadership credo.

PURPOSE AND OBJECTIVES

The Digital Demand Senior Specialist is a demand expert that provides strategic demand and pipeline support across North America aligned to digital business strategies and modalities.  This individual is responsible for driving a demand generation plan, with pipeline build strategies & development of scale initiatives. The result of the plan and execution is developing the pipeline coverage needed to achieve and overachieve their aligned sales team’s quotas, and consistently improve pipeline to revenue conversion.

 

You will act as a Trusted Advisor to the sales teams 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 VAT teams (Industry executive advisory, GROW for scaleups, solution/field marketing and Presales teams) to coordinate data driven demand plans, create content, and put demand generation campaigns into market which are designed to target the “right to win” industries while expanding SAP’s addressable market.

 

The Digital Demand Management team is responsible for helping the Digital Hubs reach the right audience, at the right time, with the right message to turn prospects into customers who will benefit from high lifetime value from SAP.

As a Digital Demand Management Expert, you will work on a team that collaborates with all stakeholders to deliver data-driven demand generation within the Digital Hub. By driving end-to-end demand chain, you will be helping grow Line of Business footprint in for Net New Names and Installed Base accounts across all Solution Areas, working with respective Partners &/or Account Executives.

Expectations and Task:

 

The Digital Demand Manager will have the following responsibilities:

1. Cloud ERP and BTP alignment responsibilities for the West MW and S/4HANA Public Cloud US
   1. Understand the market composition to drive high-value Sales Program/Play recommendations based on priority industries and the cloud solution focus, account whitespace and solution targeting
   2. 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
   3. Collaborate and build Campaigns (or micro-campaigns) in accordance with the needs of the business and those of the Demand Management framework calendar
   4. Lead Bi-weekly demand cadence with sales leadership making appropriate demand gen suggestions
   5. Lead weekly/bi-weekly 1:1 cadence with Account Executives (AEs) and Sales Development executives (SDEs)
      1. This includes solution strategy, account planning, demand strategy, cross-functional dependencies, collaboration with Digital and Inside Marketing Sales teams, campaign launches, and strategic partnering to name a few
   6. Contribute to Monthly Team Demand Generation Calls with both the Sales team and your demand team
      1. Pipeline growth; gaps; In-region marketing activities; global marketing activities; Partner activities; etc.

 

1. Demand Management framework execution:
   1. Host Demand Management monthly/quarterly reviews and participate in quarterly Steering committee calls with MU Sales leader to Analyze, Prioritize & Direct demand activities. Prioritize Pipeline Hea