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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 SAP’s Intelligent Spend and Business Network (ISBN) footprint in NNN & IB across all industries, working with SAP & Partners resources, as well as Customers. You will be focusing on SAP’s solution area described below.

Solution Specialization: ISBN

Intelligent Spend and Business Network (ISBN) is an internal organization of spend management solutions that provide an amazing opportunity of creating strong, strategic and integrated cloud solutions for organizations. ISBN optimizes and streamlines procurement, sourcing, and supplier management processes. It leverages intelligent technologies, such as artificial intelligence and machine learning, to provide businesses with greater visibility, control, and efficiency in their spending activities. This platform connects buyers and suppliers, enabling seamless collaboration and data exchange throughout the procurement lifecycle. It helps organizations make informed decisions, negotiate better terms, and drive cost savings while enhancing supplier relationships. Overall, SAP Intelligent Spend and Business Network is a powerful tool for modernizing and improving spend management within enterprises.

Key Responsibilities and Tasks

The Digital Sales Development Manager manages a team of Specialist 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 Digital Sales Development Manager management goals are:

1. To produce high quality incremental 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:
   • Communicate SAP's overall Sales & Marketing Strategy to all stakeholders internally and externally
   • 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
   • 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
   • 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
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
   • Promote an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account
   • 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
   • Accountable for managing the SDEs pipeline to ensure attainment of Inside Sales business unit targets and performance goals
   • 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
   • Review status of top deals and accounts, 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:
   • 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)
   • 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
4. Territory / Account Planning:
   • Ensure sales territories are defined and accounts are allocated, reviews performance on a regular base and requests adjustments necessary
   • 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
   • Conduct regular business review meetings or forecast calls

Campaign Execution & Lead Management:

1. Relationship Management
   • 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
   • 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
   • 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
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

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 and Language Requirements

• 7+ years of experience in Demand Generation or Inside Sales environment
• Proven ability leading teams to achieve pipeline build, pipeline progression and pipeline closure KPIs.
• Demonstrates a Line of Business agnostic approach to planning, executing, measuring and refining effective digital prospecting strategies at scale.
• Experience in global management, managing relationships to lead business outcomes and shared success.
• A trusted advisor to cross-functional stakeholders.
• Experience in managing multi-disciplinary teams and international cultures, both local and remote.
• Stability – a history of intelligent career decisions that resulted in successful tenures and overachievement.
• Proven track record connecting strategy to rigorous execution. Ensuring load balanced across regions and SDE’s, that targets are accomplished through accurate forecasting and total transparency.
• Proven track record of leading and motivating highly effective internal sales teams through hiring and inspiring to consistently achieve pipeline created to pipeline closed performance goals.
• Internal promoter of Early Talent – demonstrates an effective Talent Development Journey growth beyond role.
• Natural ability to foster a positive, collaborative working environment that guides fast innovation and keep our processes and methodologies ahead of the market.
• Strong focus on continuous improvement, using creatively and resourcefulness to optimise resources.
• Analytical mindset, confident in drawing performance data from multiple tactics and sources, interpreting and forecasting trends and surfacing insights and actionable intelligence.
• First class communication skills, internal promoter and broadcaster of results.
• A proven self-starter with a strong sense of what needs to be done and effective time management to meet tight deadlines in a high-growth, rapidly changing marketplace.
• Relentless focus on exceeding results, both short term and long term and ensures this ethic is driven deep across your team.
• Master or equivalent business experience
• Hiring location SAP’s North America Digital Hub, Atlanta.

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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

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 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: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s 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 165,000 - 349,500 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection 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.

Requisition ID: 401533 | Work Area:Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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