Digital Sales Development Manager - Intelligent Spent & Business Network (ISBN)

at  SAP

WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.
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.

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.

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:

• To produce high quality incremental 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.
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: