Marketplace Monetization Strategy Manager

at  SAP

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Title: Marketplace Monetization Strategy Manager
Location: SAP Office, North America
The Marketplace (Supplier) Monetization team at SAP is focused on selling our Trading Partner (Supply Side) offerings, currently under development by the ‘Gen 2’ Program team. These offerings will target our 2M+ supply side trading partners, many of whom are not currently SAP clients. We collaborate closely with Marketing, as the sales process is executed at scale and initiated by Marketing through in-system triggers and indicators.
As the Strategy Director of the team, you will develop the overall strategy for this new function inside SAP and be accountable for achieving revenue targets established for 2025 and beyond for supply-side revenue.

EXPERIENCE AND LANGUAGE REQUIREMENTS:

• 10+ years of experience in Demand Generation or Inside Sales environment.
• Proven ability to lead teams to achieve pipeline build, progression, and closure KPIs.
• Experience planning, executing, measuring, and refining effective digital prospecting strategies at scale.
• Global management experience with a focus on leading business outcomes.
• Understanding of Chat Bot / AI technologies and leveraging them to drive sales at scale.
• Ability to execute programs at scale across large customer sets (2M+).
• Experience building and launching a digital strategy in a SaaS environment.
• Proven track record of leading and motivating highly effective internal (and external) sales teams.
• Strong focus on continuous improvement and resource optimization.
• Analytical mindset with proficiency in interpreting and forecasting trends.
• Excellent communication skills and ability to broadcast results effectively.
• Marketplace experience (B2B / B2C) is a plus.
• Master’s degree or equivalent business experience.
  Join our team and play a pivotal role in driving revenue growth and expanding our customer base through innovative marketplace strategies.

• Marketplace Strategy:
• Communicate SBN’s Supply Side Sales & Marketing Strategy to all stakeholders internally and externally.
• Ensure implementation of processes for Lead Generation, Demand Generation, and Deal Execution in conjunction with Field Sales, Marketing, Sales Operations, Channel, Solutions, and other key stakeholders as required.
• Lead a build vs. buy analysis with 3rd party partners for sales execution capability.

Marketplace Demand Management:

• Oversee coverage and execution of the entire territory, including revenue forecasting, contribution to target (direct vs. indirect), and route-to-market effectiveness.
• Lead recruitment, development, and management of a core team of Digital Development Executives (DDE) and evaluate 3rd party partners’ capabilities.
• Manage the DDEs pipeline to ensure attainment of Marketplace business unit targets and performance goals.

• Coordinate DDEs activities with marketing and solution initiatives.

Pipeline Management:

• Ensure a healthy pipeline is in place for the assigned area of responsibility.
• Design Demand Generation activities jointly with regional SAP leadership and peer Demand Management leaders.
• Partner with Digital Trading Partner Account management teams to define digital engagement pathways and deliver content at scale.

• Conduct regular business review meetings or forecast calls.

Deal Support / Escalation Management:

• Support Marketing-generated leads where prospects have critical questions or complex scenarios.
• Handle internal issues requiring management attention.
• Ensure timely roll-in of customers’ requirements regarding necessary advancements of Solutions, Processes, Systems, and Tools.
• Leadership / People Development:
• Drive business and operational change within the team to achieve high levels of employee satisfaction.
• Initiate recruiting and evaluation processes of new team members.
• Manage and motivate the team to meet goals and introduce innovative strategies.