We help the world run better. The GLOBAL Corporate Marketing Team executes SAP's reference program in the region and/or countries to drive revenue, accelerate deals, and build positive brand recognition. The target is to increase SAP's win rate and encourage sales to utilize our services as standard within the sales cycle. Referencing should touch open sales opportunities. The GLOBAL reference team provides a single point of contact to the field for their key reference needs.
The GLOBAL reference team is part of the Global Marketing team and, together with Marketing CoE - the global customer reference marketing team - works for our stakeholders: regional/local sales, COO, marketing, and regional or MU leadership teams. The ambition of the team is to extend their scope through increased scalability on an ongoing basis. As the Go-to-Market approach evolves, there is growing demand to create a closer integration between the organization and the global reference team.
Specific Role The EMEA/MEE Reference Manager (RM) collaborates closely with the Sales leads to understand sales strategy and respective sales reference needs. The RM is expected to execute on a defined reference support model for the organization, which includes:
Recruitment of references that support the priorities and requirements of the sales organization while maintaining high-quality reference data.
Identification of possible "prime" or "marquee" customers for broader SAP showcasing in collaboration with Customer Storytelling and for touchpoint optimization.
Scalable and proactive activities such as ReferencesLive (one-to-few) calls.
Optimized one-to-one reference call support to advise sales teams on suitable references for active sales opportunities.
The RM executes on time and target against the sales reference support model, manages risks proactively, anticipates business evolution and performance to actively secure and support revenue for the organization. He/she creates reference activities to support sales in agreed stages of the sales cycle (including but not limited to one-on-one reference calls and/or one-to-few reference calls, i.e., ReferencesLive calls). Activities and opportunities should be clearly prioritized according to business priorities and revenue potential.
The RM adheres to SAP's global standards and guidelines and strives for the highest quality, efficiency, and maximum customer satisfaction. This includes management of reference customers for sales reference activities as well as a strategic approach to key reference relationships.
In the case of a new business topic, the RM focuses on establishing the reference program as a new comprehensive offering for the organization, therefore establishing solid business understanding and providing scalable processes for a sustainable future for SAP and our customers.
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