Job Description

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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.Apply now!

PURPOSE AND OBJECTIVES

A healthy pipeline is a leading indicator and the lifeline of a successful business, it is future focused and provides significant impact in building a sustainable, predictable, and future-ready business. The Demand Management Lead in for HXM across Asia Pacific and Japan is at the forefront of this exciting opportunity. A strategic leader that will work alongside HXM\'s COO and Head of Sales, and be a main owner for evolving HXM\'s innovative demand culture. A culture that ensures we are connecting with customers in the way they want to be engaged.

The Head of Demand will be responsible of designing and executing HXM\'s demand plans, leveraging a source, segment and stage agnostic simplified demand framework that will allow the coordination and consolidation of all pipeline build strategies and the design and execution of business development and strategic DG programs across the organization - a collaborative attitude and integrated approach will be key!

The Head of Demand brings a sense of purpose and fun to the hard craft of building quality pipeline. He or she will act as a Trusted Advisor to the COO and Senior Sales Leaders by driving high impact demand generation programs and enablement plans based on pipeline health and strategic business priorities.

Key Responsibilities of the Head of Demand role:

• HXM\'s Head of Demand is responsible for the overall rhythm of Demand, orchestrating of the different sources of demand and consolidating the Demand Plan for HXM.
• Work with a broad range of Demand drivers like MU Demand Management, Marketing, Customer Reference, SDR, plus more, to drive HXM\'s success through collaboration, to accelerate HXM\'s growth
• Integrate the Demand Plan consolidating all sources of demand and business development
• Identify synergies and share best practices across business areas and all stages of CLTV.
• Implement a governance model at the Regional level with Demand Management stakeholders (Solution Advisory, Value Advisors, Marketing, PES, etc) to review R4Q business health (quality check), identify new activities and track the execution.
• Interact with DM teams on Demand Plan topics, benchmarking with other Market Units and replicating best practices.
• Support the localization of Global and Regional Sales Plays, exploit available assets and leveraging with MU Leaders to build new selling motions (including new ones from Solution Areas)

Key priorities:

• Build the Demand Engine for HXM that supports all customer facing roles across CS and CSS to achieve the best possible quality pipeline.
• Coordinating DG efforts closely with CA (Solution Advisors, Value Advisors and Pre-Sales), Marketing, Partners (PES) and Business Operations to analyse market opportunities and identify pipeline gaps. With that insight, then closely align with Sales, Marketing and Partner Management to build and drive demand generation plans to provide solid pipeline coverage and conversion in the given business unit within R4Q.
• Cross-pollination between all the stakeholders, building and maintaining a strong network of all DG contributors.
• Cultivate a customer centric approach where customers are engaged on their own terms
• Identification of engaged Net New prospects with a data driven approach to increase demand generation efficiency
• Amplification of a coherent and consistent HXM message across multiple channels and to identified key audiences
• Ensure continuity and governance in Demand Management Framework and follow up on the 4 phases -Discovery, Planning, Execution and Steering- and their respective practices.
• Align with Sales Leadership to create and drive execution of a Demand Plan at unit and country level, to close the R4Q pipeline gap and improve conversion rates.
• Foster creative demand generation strategies leveraging all stakeholders.
• Identifying major GTM hurdles and coordinate risk mitigations initiatives: Maximize resources to Run Simple and drive maximum pipeline; removal of demand generation roadblocks.
• Provide visibility into ongoing and future DG activities, share results with all stakeholders and generate insights to fully achieve market potential.
• Review DG practices for continuous process improvement, drive simplification and provide feedback to stakeholders. Host the monthly business health-checks and steerco meetings to forecast demand.
• Share best practices and innovate DG practices with local leaders and regional counterparts

Key Stakeholders

• Main stakeholders: HXM COO and Regional Sales Lead
• Business: Sales Heads, Pre-sales Lead, Services Head
• VAT: Demand Managers, Sales Development, Solution Advisory Manager, Value Advisor Manager, Pre-sales, Marketing, PES, PBMs, Customer References and Business Operations.

Skillset:

• Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
• Strong financial & business acumen, and an understanding of SAP\'s Strategy and APJ GTM goals, Asia Now Strategy, with the ability to translate these into high-impact actionable plans for the MU and AEs
• Exceptional oral and written executive communication skills
• Strong Project Management skills
• Ability to translate process into value-add business activities
• Passion to challenge, improve and innovate at both a personal and organizational level
• Understanding SAP North Star, and corporate strategy including sales, services and success processes
• Knowledgeable about how organizations work; knows how to get things done through formal and informal channels;

Experience

• Professional experience in Sales or Business Development with large, multi-national software/IT organizations
• 8-10 years\' experience in enterprise software sales, sales enablement industry operations and corporate development.
• Bachelor\'s degree in Business Administration, Engineering or Computer Science required from an accredited university.
• MBA or advanced degree in related discipline preferred.
• Experience in Cloud in the B2B environment.
• Knowledge of Sales Operations and proven success in lead the Demand Management efforts is desirable
• Viewed as a sales expert across SAP, capable of leveraging an extensive network to craft impactful demand plans resulting in pipeline and revenue growth.
• Demonstrated success in working in a matrix environment
• Experience in building program planning and/or demand management support areas
• Excellent communication and advance negotiation skills.
• Experience collaborating with C-levels and decision makers

We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

We win with inclusion

SAP\'s 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 . 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.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 378082 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

Requisition ID: 378082

Posted Date: Aug 11, 2023

Work Area: Sales

Career Status: Professional

Employment Type: Regular Full Time

Expected Travel: 0 - 10%

Location:

Singapore, SG, 117440

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