SAP Digital Sales Development Manager - Intelligent 

United States, Georgia, Roswell 

734582210

Key Responsibilities and Tasks

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

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.

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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