Digital Sales Development Manager (HCM) - SAP
Alpharetta, GA
About the Job
We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
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.
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 of sales opportunities and incremental revenue aligned with the Sales and Marketing teams, focusing on prospecting into the SAP install base and net new name accounts, while nurturing leads into qualified opportunities 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 SAPs Cloud ERP & LoB footprint in NNN & IB across all industries, working with SAP & Partners resources, as well as Customers. You will be focusing on SAPs solution area described below.
Solution Specialization: HXM
Human experience management (HXM) is the next evolution of human capital management (HCM), providing organizations with the tools and technology to enable meaningful, productive, and personal employee experiences that drive business results.
HXM focuses on putting people at the center of business to drive transformative results. These solutions will provide organizations with the tools and technology to enable meaningful, productive, and personal employee experiences that drive business results. HXM solutions connect core HR and payroll, talent management, and people analytics, but with a unique focus on the employee experience. By understanding, anticipating, and listening to the needs and expectations of each individual, HXM enables organizations to streamline HR operations, improve employee engagement, and make data-driven decisions to optimize their workforce. It's a powerful tool for enhancing overall HR efficiency and ensuring the success of an organization's talent management strategies.
Key Responsibilities & Tasks
The Sales Development Manager manages a team of 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 Sales Development Manager management goals are:
1. To produce high quality 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:
2. Communicate SAP's overall Sales & Marketing Strategy to all stakeholders internally and externally
3. Identify key areas (regional, industry segment, solution segment, etc.) of the Inside Sales route-to-market which enables SAP's growth within assigned segment, territory and/or LoB
4. 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
5. 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
6. Sales Management:
7. 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
8. Promote an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account
9. 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
10. Accountable for managing the SDEs pipeline to ensure attainment of Inside Sales business unit targets and performance goals
11. 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
12. Review status of top deals and accounts, and opportunities plans for key deals requiring senior management support
13. 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)
14. Coordinates the SDEs sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach
15. Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations
16. Pipeline and Demand Management:
17. 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)
18. 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
19. Territory / Account Planning:
20. Ensure sales territories are defined and accounts are allocated, reviews performance on a regular base and requests adjustments necessary
21. 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
22. Conduct regular business review meetings or forecast calls
Campaign Execution & Lead Management:
1. Relationship Management
2. 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
3. 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.
4. 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.
5. Deal Support / Escalation Management
6. 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.
7. Handles issues within the organization that require management attention.
8. Ensures timely roll-in of customers' requirements regarding necessary advancements of Solutions, Processes, Systems and Tools
9. Leadership / People Development
10. 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.
11. Drives business and operational change within the team to drive highest levels of employee satisfaction.
12. Initiates recruiting and drives evaluation process of new team members in the light of coverage needs.
13. Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage.
14. Manages productivity of all team members.
The Digital Sales Development Manager will leverage our ecosystem and organize DG activities through agreed partners.
The Digital Sales Development Manager will 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.
Experience & Language Requirements
+ Minimum 10 years of experience in Demand Generation or Inside Sales environment.
+ Preferably Digital (Remote) Experience, specifically in high volume of customer facing experience, phone-centric work.
+ High volume activity working environments, involving phone and a CRM/ Contact Management System.
+ Fluency in English required.
+ Fluency in any other regional language preferred.
+ Master or equivalent business experience.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAPs culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 116400 - 251800 USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 397746| Work Area:Sales| Expected Travel: 0 - 10%| Career Status: Management| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
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.
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 of sales opportunities and incremental revenue aligned with the Sales and Marketing teams, focusing on prospecting into the SAP install base and net new name accounts, while nurturing leads into qualified opportunities 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 SAPs Cloud ERP & LoB footprint in NNN & IB across all industries, working with SAP & Partners resources, as well as Customers. You will be focusing on SAPs solution area described below.
Solution Specialization: HXM
Human experience management (HXM) is the next evolution of human capital management (HCM), providing organizations with the tools and technology to enable meaningful, productive, and personal employee experiences that drive business results.
HXM focuses on putting people at the center of business to drive transformative results. These solutions will provide organizations with the tools and technology to enable meaningful, productive, and personal employee experiences that drive business results. HXM solutions connect core HR and payroll, talent management, and people analytics, but with a unique focus on the employee experience. By understanding, anticipating, and listening to the needs and expectations of each individual, HXM enables organizations to streamline HR operations, improve employee engagement, and make data-driven decisions to optimize their workforce. It's a powerful tool for enhancing overall HR efficiency and ensuring the success of an organization's talent management strategies.
Key Responsibilities & Tasks
The Sales Development Manager manages a team of 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 Sales Development Manager management goals are:
1. To produce high quality 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:
2. Communicate SAP's overall Sales & Marketing Strategy to all stakeholders internally and externally
3. Identify key areas (regional, industry segment, solution segment, etc.) of the Inside Sales route-to-market which enables SAP's growth within assigned segment, territory and/or LoB
4. 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
5. 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
6. Sales Management:
7. 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
8. Promote an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account
9. 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
10. Accountable for managing the SDEs pipeline to ensure attainment of Inside Sales business unit targets and performance goals
11. 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
12. Review status of top deals and accounts, and opportunities plans for key deals requiring senior management support
13. 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)
14. Coordinates the SDEs sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach
15. Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations
16. Pipeline and Demand Management:
17. 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)
18. 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
19. Territory / Account Planning:
20. Ensure sales territories are defined and accounts are allocated, reviews performance on a regular base and requests adjustments necessary
21. 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
22. Conduct regular business review meetings or forecast calls
Campaign Execution & Lead Management:
1. Relationship Management
2. 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
3. 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.
4. 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.
5. Deal Support / Escalation Management
6. 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.
7. Handles issues within the organization that require management attention.
8. Ensures timely roll-in of customers' requirements regarding necessary advancements of Solutions, Processes, Systems and Tools
9. Leadership / People Development
10. 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.
11. Drives business and operational change within the team to drive highest levels of employee satisfaction.
12. Initiates recruiting and drives evaluation process of new team members in the light of coverage needs.
13. Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage.
14. Manages productivity of all team members.
The Digital Sales Development Manager will leverage our ecosystem and organize DG activities through agreed partners.
The Digital Sales Development Manager will 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.
Experience & Language Requirements
+ Minimum 10 years of experience in Demand Generation or Inside Sales environment.
+ Preferably Digital (Remote) Experience, specifically in high volume of customer facing experience, phone-centric work.
+ High volume activity working environments, involving phone and a CRM/ Contact Management System.
+ Fluency in English required.
+ Fluency in any other regional language preferred.
+ Master or equivalent business experience.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAPs culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 116400 - 251800 USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 397746| Work Area:Sales| Expected Travel: 0 - 10%| Career Status: Management| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
Source : SAP