Enterprise Cloud Head of Demand Management

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PURPOSE AND OBJECTIVES

A healthy pipeline is a leading indicator and the lifeline of a successful business, it is future focused and provides significant impact in building a sustainable, predictable, and future-ready business. The Head of Demand for Enterprise Cloud across Asia Pacific and Japan is at the forefront of this exciting opportunity. A strategic leader that will work alongside Enterprise Cloud leaderships and Head of Sales, and be a main owner for evolving Enterprise Cloud’s innovative demand culture. A culture that ensures we are connecting with customers in the way they want to be engaged.

The Head of Demand for Enterprise Cloud has a specific responsibility to drive demand growth attainment for our leading S/4HANA solution and a broad responsibility to support our leaders in establishing a demand practice for other solution areas within the Enterprise Cloud organisation. He or she will act as a Trusted Advisor to the Senior Sales Leaders by driving high impact demand generation programs and enablement plans based on pipeline health and strategic business priorities.   

Key Responsibilities of the Head of Demand role:

• Enterprise Cloud’s Head of Demand is responsible for the overall rhythm of Demand, orchestrating of the different sources of demand and consolidating the Demand Plan for the Enterprise Cloud organisaton.      
• Work with a broad range of Demand drivers like MU Demand Management, Marketing, Customer Reference, SDR, to drive Enterprise Cloud success through collaboration, to accelerate Enterprise Cloud’s growth
• Integrate the Demand Plan consolidating all sources of demand and business development and across LoBs within the Enterprise Cloud organisation.
• Implement a governance model at the Regional level with Demand Management stakeholders (Sales, Solution Advisory, Digital, Marketing, Partner Ecosystem, etc) to review Rolling 8 Quarters (R8Q) business health (quality check), identify new activities and track the execution.
• Support the localization and adoption of Global and Regional Sales Plays, exploit available assets and leveraging with MU Leaders to build new selling motions (including new ones from Solution Areas)

Key priorities:

• Drive demand growth and engine for S/4HANA solution suite (RISE, GROW and oCFO) to achieve our growth targets and budget attainment across all 5 Market Units in APJ region.
• Support Enterprise Cloud leaders in building a strong demand culture to achieve the best possible quality pipeline across all solution areas (CORE ERP, BTP, CX, and BPM) under the Enterprise Cloud organisation.
• Coordinating DG efforts closely with Sales, CA (Solution Advisors, Value Advisors and Pre-Sales), Digital, Marketing, Partners (PES) and Business Operations to analyse market opportunities and identify pipeline gaps. With that insight, then closely align with the above-mentioned teams to build and drive demand generation plans to provide solid pipeline coverage and conversion within the R8Q time frame.
• Identification of engaged Net-New prospects with a data driven approach to increase demand generation efficiency.
• Ensure continuity and governance in Demand Management Framework and follow up on the 4 phases -Discovery, Planning, Execution and Steering- and their respective practices.
• Identifying major GTM hurdles and coordinate risk mitigations initiatives: Maximize resources to Run Simple and drive maximum pipeline; removal of demand generation roadblocks.
• Provide visibility into ongoing and future DG activities, share results with all stakeholders and generate insights to fully achieve market potential.
• Support Enterprise Cloud leaders in various Business Review forums at market unit, region, and global levels.

Skillset:

• Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
• Strong influencing skills without direct authority & Strong Project and Program Management skills
• Strong financial & business acumen, and an understanding of SAP’s Strategy and APJ GTM goals, Asia Now Strategy, with the ability to translate these into high-impact actionable plans for the MU and AEs

Experience 

• Professional experience in Sales or Business Development with large, multi-national software/IT organizations
• 8-10 years' experience in enterprise software sales, sales enablement industry operations and corporate development. 
• Bachelor's degree in Business Administration, Engineering or Computer Science required from an accredited university.
• MBA or advanced degree in related discipline preferred.
• Experience in Cloud in the B2B environment. 

• Knowledge of Sales Operations and proven success in lead the Demand Management efforts is desirable
• Viewed as a sales expert across SAP, capable of leveraging an extensive network to craft impactful demand plans resulting in pipeline and revenue growth.
• Experience collaborating with C-levels and decision makers

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EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 388683  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: Virtual - Asia-Pacific #LI-Hybrid.