The Demand Manager is responsible for demand discovery, planning and steering and is accountable for the Demand Generation for a specific Region / MU / Segmentation (MM)/ LoB (hereafter called “Business Unit”) defined by the business.

Key Areas of Responsibility and Tasks

• Discovery
  • Kick off the biannual Discovery Phase, starting with the coordination of the Market Analysis document that is used as pre-read for the Regional Demand Summit. The outcome is used as the start for the business units biannual Discovery Workshop. Leverage the pipeline target setting (PRD) process. Identify the best suited Sales Plays via opt-in process to be executed.
  • Foster a culture of making data-driven decisions across all demand generation functions.
• Planning
  • Define the sales plays target accounts are ready to be used in the biannual Planning Summit which delivers the Demand Execution Plan topics. The Demand Manager communicates the planning results and moderates the process to ensure Sales Planning (Account- & Territory- and Partner-Planning) can start and Marketing planning is informed.
  • Organize Demand Planning to analyze gaps, identify whitespace, Cross & Upsell Opportunities and improvement areas to optimize the SAP Channel.
  • Deliver or support the delivery of the Demand Plan in the Market Units
• Execution
  • at MU, LoB or segment (e.g. MM) level. The Demand Manager defines when the execution can start based on the quality of the delivered assets. Ensuring the quota Carrier (QC) has assets and target accounts at hand to execute a demand generating campaign for which a given pipeline impact has been defined in revenue increase (and number of opportunities). He or she monitors the execution and reports back the progress and results, to be able to steer and adapt where needed to get the best possible impact on pipeline creation (and nurturing).
  • Liaise with Sales, Marketing and Partner Management to drive campaign execution.
  • Ensure Demand Generation plans are executed & tracked to desired outcomes.
• Steering
  • Responsible for the organization of Demand Management SteerCo: Prioritize DG needs based on identified gaps in pipeline. Proactively address Q+1, Q+2 and (F)4RQ demand deficiencies to improve attainment of DM KPIs and mitigate risks that could jeopardize budget achievement of the Business Unit
  • Responsible for the organization Demand Execution Meeting: Review ongoing DG Activities to ensure they are effective at generating quality pipeline, extending or discontinuing as needed, assess and set plans to address priorities identified in DM SteerCo
  • Implement best practices; drive continuous improvement and simplify tools and technology.

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 software sales, sales enablement (like Center of Excellence, Industry Value engineering, Sales Operations, Pre-sales, Marketing).
• Experience in driving Sales Pipeline with experience in modern “data-driven” methods of demand generation (Digital Sales, Social Selling, Digital Marketing, Outbound Prospecting, Propensity Models)
• Experience in program planning and / or evaluating new business development opportunities in new or emerging markets.
• Experience in integrated campaign planning, demand generation, digital marketing and project management best practices.
• Experience working in a multi-cultural environment
• Leadership and management experience.
• 3 + years of SAP work experience. Experience in Cloud in the B2B environment is of advantage
• Proficient understanding of SAP, its products and solutions, partners, markets and competition.
• Understanding of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks.
• Leadership skills and experience.
• Outstanding communication, organizational and time management skills
• High impact personality, good networking skills
• Strong knowledge of best business practices and financial theory and analysis.
• Fluency in English, any other language an asset. Fluency in the language of local markets desirable.