What we offer Purpose & Objectives The Demand Manager is responsible for the Demand Generation for a specific Region/MU/MM (hereafter called 'Business Unit') defined by the business, in this case it would be Spain.
The Demand Manager drives a data-driven approach for Demand Generation.
The Demand Manager is the End to End Owner in Customer Success of the DM Plan and Execution, Orchestrator of the sources of demand and DG best practices.
Responsible for execution of campaigns and programs and owner of the Pipeline Health Analysis in co-play with Sales Operations.
The Demand Manager has ownership of DG (demand generation) with a strong focus on building and driving demand generation programs for strategic topics.
Drive towards healthy (set at generic 4x) 4RQ coverage for all dimensions/business units with right quality and pace.
Avoids overlaps on DG activities due to better coordination and is empowered by the business unit management team (e.g.
COO/MD) to drive efficient and effective demand generation, to ensure execution and follow-up.
Expectations & Tasks Build the Demand Engine for the respective Business Unit that supports all customer-facing roles to achieve the best possible quality pipeline.
Creating curiosity in the market that enforces a reply from the targeted accounts.Coordinating DG efforts closely with Value Added Team (CoE, IVA, Presales), Sales Operations (MU BP, RPE, F4S) and Marketing (Global Demand Center, Field Marketing, BMO) to analyze market opportunities and identify pipeline gaps.
With that insight, then closely align with Sales, Marketing and Partner (PBM, PSA, PDM) management to build and drive demand generation plans to provide solid pipeline coverage and conversion in the given business unit within the dimensions of current quarter plus one (CQ+1) and up to (Future) 4 rolling quarters ((F)4RQ).Cross-pollination between all the stakeholders, building and maintaining a strong network of all DG contributors.Ensure continuity and governance in Demand Management Framework and follow up on the 4 phases: Discovery, Planning, Execution and Steering and their respective practices.Drive and manage DG programs for all the non-CoE solutions like non-strategic industries, and some of the cloud solutions.Align with Sr Sales Leadership to create and drive execution of a Demand Gen plan to close the gap to 4x coverage in the dimensions current quarter plus one (CQ+1) up to (future) four rolling quarters (F)4RQ.Foster creative demand generation strategies leveraging all stakeholders.
Share best practices and innovate DG practices.Identify major GTM hurdles and coordinate risk mitigation initiatives: Maximize VAT resources to Run Simple and drive maximum pipeline; Aggressive removal of demand generation roadblocks.Define and execute the necessary steps to implement the data-driven demand planning process in the business unit with the buy-in of key stakeholders, based on the global DM Framework and individual best practices.Provide visibility into ongoing and future DG activities, share results with all stakeholders and generate insights to fully exploit market potential.Review DG practices for continuous process improvement, drive simplification and provide feedback to regional/global stakeholders.Work Experience & Skills Excellent organizational, business strategy planning and program/project management skills.Disciplined, data-driven decision-making; strong analytical skills together with a high level of innovative thinking, change agility and integrity.Excellent communication, relationship building & presentation skills at all levels of the organization in an international, multi-cultural setting.Strong team player, driving results in a dynamic and virtual organization (Sales, Marketing, Channel and Development).Ability to understand the business evolution and set up a proper Demand Generation strategy with knowledge of appropriate Demand Generation tactics for the Lower Midmarket.Experience with joint demand building activities with partners.Business Acumen: needs to understand our prospects' desired 'Business Outcomes' and how we map this to the SAP product portfolio.Analytical: deep insight into key metrics that drive Sales Pipeline and ability to translate this into Sales Programs.Stakeholder Management: ability to act like a 'spider in the web' among the core stakeholders (Sales, Marketing, Partners, DDE, Sales Ops).Disciplined, data-driven decision-making with a service-oriented approach.Strong analytical skills and able to hold key stakeholders accountable for actions and outcomes.Education & Qualifications Minimum of a bachelor's degree, MBA/Master's degree or equivalent preferred.10+ years professional business experience, international business experience preferred in enterprise.
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