Digital Sales Development Manager

We help the world run better
At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats in it for you Constant learning skill growth great benefits and a team that wants you to grow and succeed.

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 personalisedfashion. The purpose of the organisation 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.

Job Profile:

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.

Key Responsiblities and Task

The Sales Development Manager manages a team of Sales Development resources (commonly referred to Sales Development Executive SDE) whose mission is to extend SAPs 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 (commonly referred to as Digital Sales Development Executive SDE) will be responsible to coordinate orchestrate & execute the DG plan of the targeted accounts. As a people manager you are responsible of supporting the success not only of your direct reports but of all employees within the larger team you are a part by helping identify development opportunities and supporting team members achieve their goals.

Your responsibilities include:

Overall Management

1. Sales Strategy:
   • Communicates SAPs overall Sales & Marketing Strategy to all stakeholders internally and externally
   • Identifies key areas (regional industry segment solution segment etc.) of the Inside Sales route-to-market which enables SAPs growth within assigned segment territory and/or LoB
   • Prioritizes 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
   • Ensures 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 where assigned and other dimensions as assigned
   • Promotes an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account
   • Oversees 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
   • Accountable for managing the SDEs pipeline to ensure attainment of Inside Sales business unit targets and performance goals
   • Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in the area assigned Review of top deal status account- and opportunities plans for key deals requiring senior management support
   • 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)
   • Coordinates the SDEs sales activities with broader sales marketing and solution initiatives to ensure this is part of an integrated sales approach
   • Monitors execution of activities identifies risks and defines / implements activities to prevent critical situations
3. Pipeline and Demand Management:
   • Ensures 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)
   • Regularly reviews the pipeline consolidates and communicates pipeline progression and revenue forecast to Channel Head and/or MU leader and other key stakeholders as required.
4. Territory / Account Planning:
   • Ensures sales territories are defined and accounts are allocated reviews performance on a regular base and requests adjustments necessary.
   • Allocates 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.
   • Conducts regular business review meetings or forecast calls.

Campaign Execution & Lead Management:

1. Relationship Management
   • Plans builds and maintains 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
   • Ensures successful roll out of programs and offerings in key markets in close cooperation with SAPs internal units via partners and/or leveraging marketing events
   • 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 SAPs growth targets
2. Deal Support / Escalation Management
   • 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
   • Handles issues within the organization that require management attention
   • Ensures timely roll-in of customers requirements regarding necessary advancements of Solutions Processes Systems and Tools
3. Leadership / People Development
   • 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
   • Drives business and operational change within the team to drive highest levels of employee satisfaction
   • Initiates recruiting and drives evaluation process of new team members in the light of coverage needs
   • Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage
   • Manages productivity of all team members

Experience and 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
• Education/training on people management human resources coaching or related field
• Passion for leading people and at least 1 year of previous experience leading people as Team Leader or Manager in hybrid/remote working environments
• 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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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:

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.

Qualified applicants will receive consideration for employment without regard to their age race religion national origin ethnicity gender (including pregnancy childbirth et al) sexual orientation gender identity or expression protected veteran status or disability in compliance with applicable federal state and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 447880 Work Area: Sales Expected Travel: 0 - 10% Career Status: Management Employment Type: Regular Full Time Additional Locations: #LI-Hybrid