Requisition ID: 434583
Work Area: Marketing
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Hiring Manager: Sally Revell
Recruiter Name: Cheikh Diop

WORK EXPERIENCE AND EDUCATIONAL BACKGROUND

• Bachelor’s or master’s degree in business administration, Engineering or Computer Science required
• Experience in fields such as sales and account management, GTM/ revenue operations, international program and project management, business development, product portfolio management, solution management, industry solutions and/or other field/customer facing roles
• First experience in acquisition due diligence and/or acquisition integration as well as divestitures, particularly on the GTM side, is a plus
  Preferred Office Location: Newtown Square or New York City

WHAT YOU’LL DO

Acquisition Target Screening & Assessment – The candidate will contribute to early-stage analysis of potential acquisition or investment targets and designing high-level go-to-market business plans. Such analyses typically happen without direct interaction with the target company and are mostly based on publicly available information, such as the target’s solution set and positioning, target market, business models, customer installed base, sales performance, and overlap with SAP solutions.
Acquisition Due Diligence – A tailored due diligence plan incorporating external and external viewpoints must be executed on all acquisition and investment opportunities that receive Executive Board endorsement and, ultimately, final approval. From a GTM context, this includes a full analysis of the target’s GTM activities, including strategy, sales performance, sales management and operations, marketing, ecosystem and channels, and post-sales customer success management. The goal is to identify major risks and build a basis for an incremental growth plan drawing on synergies between SAP and the target. In addition to the analysis, the candidate will contribute to delivering a full GTM proposal for the post-closing phase, with revenue/bookings numbers for the final business case as well as an estimate for resource and budget requirements. Effective team collaboration and communication with key stakeholders such as the Customer Success/ solution area business owner, GTM Strategy & Operations leadership, and relevant Corporate Functions are key to ensure full alignment of all relevant parties on the proposed business case and GTM approach.
Acquisition Integration – The candidate will contribute to planning and execution of the overall GTM post-merger integration (PMI) efforts focused on sales management and operations, field enablement and communication, pricing and commercialization, marketing, channel and revenue generating partners, and post-sales customer success management. The goal is to refine and implement the GTM synergy model laid out in the business case, safeguard the acquired business, and ensure readiness to drive monetization of GTM synergies. PMI activities are based on a standardized, continuously evolving “playbook” and corresponding set of tools and templates. Effective project management, networking, and communication are key to the coordination of activities across a multitude of GTM/Customer Success, P&E, and corporate functions.
Investments – The candidate will be involved in performing GTM due diligence for selected (minority) investment projects in collaboration with Corporate Development’s Business Development team. These engagements follow a similar logic to acquisition due diligence but with a reduced scope.
Divestitures and Joint Ventures – These activities comprise projects in which SAP evaluates options and feasibility of selling long-tail or niche solutions that are no longer of strategic importance to SAP. Divestitures or joint ventures essentially work like “reverse M&A” projects, with the GTM CoE analyzing existing revenue streams, customer base, sales organization, partnerships etc., and developing a plan for a potential business model post sales; for example, in some cases parts of the sold assets need to be back-licensed, or the buyer needs to purchase tools or database licenses from SAP. The candidate will support the end-to-end process, from working through the buyer’s due diligence to signing/closing the deal and supporting the actual carve-out and transfer of customer agreements or GTM-related resources.

Reporting to the Head of Corporate Development GTM, the prospective candidate will have the following primary responsibilities:

• Collaborate in a virtual team of experts from Corporate Development to support SAP’s solution areas and industry teams with an outside-in perspective on market dynamics and potential acquisition targets or strategic partnering opportunities as part of Corporate Development’s solution area coverage framework
• Identify potential revenue- and bookings synergies, and build respective business cases, point-of-view documents, and synergy bookings models that will be aligned with relevant senior and executive stakeholders across SAP
• Contribute to GTM due diligence/reverse diligence activities related to acquisitions, divestitures, joint ventures and strategic partnerships. Due diligence/reverse diligence exercises will address a wide range of sales management and operations, commercialization, partner, marketing and customer success management activities
• Support the successful implementation of post-merger integration (PMI) activities, including implementation of appropriate go-to-market models addressing GTM/sales strategy, field enablement, marketing, commercialization, revenue operations, and partner ecosystem & channels. In reverse manage the same objectives for potential divestitures or joint ventures
• Build business relationships with relevant stakeholders within SAP (especially Customer Success, GTM Strategy & Operations, Partner Ecosystem Success, amongst other selected Corporate Functions)
• Work effectively in a global, diverse team environment and closely collaborate with the overall Corporate Development team, Execution and Structuring leads, and Centers of Expertise (Business Development, Product, Integration) to ensure tight coordination across deal identification, execution and integration/implementation, and carve-outs (when applicable)
• Staying up to date on SAP’s routes to market, sales motions, GTM org structure, compensation models, monetization approaches, and partner programs
• Contribute to internal projects such as Corporate Development’s continuous improvement M&A best-practice playbooks and corresponding tools & templates
• Support solution areas and industry teams as advisor on solution optimization activities in tight collaboration with the partner organization