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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.
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 Cloud ERP & LoB footprint in NNN & IB across all industries, working with SAP & Partners resources, as well as Customers.
KEY RESPONSIBILITIES AND TASKSThe 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:
To produce high quality pipeline with a high conversion rate to bookings for the target business segment.To develop SDE talent into the future Account Executives.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.
Your responsibilities include:
Overall ManagementSales Strategy:Communicates SAP's 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 SAP's 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.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.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.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.EXPERIENCE AND LANGUAGE REQUIREMENTSMinimum 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.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.
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. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.
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