Head of Marketing, West Market Unit

We help the world run better

At SAP, we keep it simple : you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

PURPOSE AND OBJECTIVES

The charter of the Americas Regional Marketing Team is to create best-in-class strategies and GTM initiatives with a customer-first organization perspective to increase the effectiveness, scale, and agility of regional campaigns and experiences built to scale and deliver impact. The team is responsible for partnering with Customer Success leaders to achieve cloud revenue objectives and pipeline health through the development and execution of high impact marketing programs designed to drive tangible, measurable market growth in the Americas. This Regional Marketing Leader role will work in close partnership with teams and leaders in Field Marketing, Product Marketing, Global Marketing, and Customer Success to drive strategic growth across SAP's portfolio of offerings.

THE ROLE

We are seeking an experienced and strategic field marketing leader with a proven track record of successfully designing and scaling demand generation programs, managing a field marketing team in a matrixed, global organization, and delivering exceptional customer experiences. The ideal candidate will have a minimum of 10+ years of marketing experience, with a strong preference for those with recent B2B marketing or agency experience in the Americas market.

Reporting to the Regional CMO, this role is critical in driving growth and delivering against the objectives defined within a specific Sales area-based territory for the current year's Go-To-Market plan as it relates to demand generation and marketing contribution to revenue. Regional marketers generate demand for and accelerate pipeline with sales / channel / ecosystem through the execution of local marketing activities, including account based marketing, database marketing, direct and digital marketing, inside marketing, online events, physical events, partner marketing, and more. The results oriented, regional marketing team also manages agencies, enables sales, creates awareness, and builds and strengthens customer reputations while staying focused on the resultant pipeline build, acceleration, and deal closure objectives.

As the head of marketing for the West Market Unit (MU), the candidate must have the experience and knowledge to recommend, leverage, prioritize and customize global and national programs and establish regional best practices to assure that execution in the local market provides the best return on investment possible for SAP. Responsibilities also include developing a unique marketing and communications plan to support the revenue goals of the region and determining the appropriate marketing mix to engage with customers and prospects throughout the entire customer lifecycle.

This leader should be a strategic, data-driven marketer who brings innovation and demonstrated experience in executing programs and campaigns that deliver pipeline and outcomes at the field level. This position requires deep marketing experience inclusive of but not limited to including field and regional, industry, solutions, and partners in the technology and / or professional services field. Additionally, this candidate must have experience leveraging digital and social strategies to enhance account engagement, drive demand creation, and generate measurable revenue impact in a matrixed, fast-paced, and high energy environment.

EXPECTATIONS AND TASKS

The most important aspect of this role is managing a team of marketing professionals who execute the activities that support the regional strategy and deliver measurable impact. This regional marketing leader is a key contributor and advisor to the sales management team related to the overall MU strategy. More specifically, this position will be a key participant in a "Demand Management Council" (group of sales support functions, including Solution Engineering, COE, Partner Management, Marketing, Industry Value Engineering, etc.) to outline and enable the Q+1 strategy to establish a healthy and sustainable pipeline.

Strategy Execution – Execute on the appropriate solution or industry program portfolio mix and manage a dedicated market unit budget, to address the business needs and to meet the marketing and sales goals and objectives of the team including media plans, community building, events, direct mail, call scripts, email, etc. Serve as expert on brand experience, quality, consistency, and compliance, and ensure adherence in all related demand generation activities. Assure the optimum mix of marketing activities across all pipeline stages including relationship building, acceleration, and close activities. Ensure that this strategy is consistent with SAP GTM strategy, Integrated Demand Plans, and marketing plans across regional field marketing, while adhering to the specific MU business needs and opportunities.

Lead Management – Contribute industry and market knowledge and insights when collaborating with key sales, global marketing teams and business stakeholders on the review and analysis of lead reports. Demonstrate high degree of skill to proactively decide on relevant actions to improve lead quality, secure higher acceptance rate, and optimize related campaign processes for future execution.

Data Driven – Focus on excellent execution and speed to market to instruct others how to document campaign execution and lead management activities in the systems of record, including CRM, Marketo and SAP Analytics Cloud. Skillfully leverage respective systems to analyze performance and seek to identify enhancements and improvements to respective stakeholders.

Market Research and Analysis – Provide recognized expertise in understanding target audience, competitive landscape and market intelligence to optimize data segmentation for campaign impact. Identify new white spaces for future marketing activities. Proactively identify additional needs for research and analysis, collaborating closely with respective global marketing teams, operations and business stakeholders.

Field Enablement – Consistently align with marketing and / or business stakeholders, demonstrating recognized expertise in stakeholder management. Influence internal stakeholders and make relevant decisions for marketing tactics and assets to optimize impact in the market. This may include but is not limited to adaptation of rollout plans, fine-tuning of target audiences, integration of new communication channels or routes, etc. Further develop new approaches to roll out marketing tactics more efficiently. Communicate proactively with sales teams to understand marketing effectiveness and to seek out areas of improvement. Proactively provide feedback to other marketers to improve overall marketing performance.

Customer Service and Relationship Management – Demonstrate vast knowledge of industry and market trends to create a valuable customer experience. Proactively look for opportunities to demonstrate value to internal and external customers. Expertly encourage relevant customer engagement to optimize future execution activities, which integrates into future marketing and business activities. Share knowledge to empower peers. Create a valuable customer experience by servicing inquiries, resolving problems, etc. as opportunities present themselves.

General – Share skills and expertise with team members, thus enabling higher effectiveness and efficiency across respective marketing organizations.

EDUCATION AND QUALIFICATIONS

Bachelor's degree or equivalent required

MBA / Master's degree or advanced executive education equivalent preferred

WORK EXPERIENCE

10-15 years marketing experience, with 5-8 years in B2B marketing execution in global organizations.

Prove track record of executing modern field strategies targeting net new corporate segment and enterprise-level accounts.

5+ years in people management and experience in industries requiring long sales cycles and sophisticated solutions.

Proficiency with B2B and strategic event platforms and to deliver innovative customer experiences.

Exceptional stakeholder management and influencing skills at all levels of the organization.

Strong ability to analyze data, measure performance, and derive actionable insights to drive decision-making and optimization.

Ability to lead initiatives, influence stakeholders at all levels, and foster a culture of accountability.

Experience successfully orchestrating and collaborating with cross-functional teams as well as collaborating deeply with sales organizations.

Excellent with marketing strategy and planning for marketing programs to thrive in fast-paced environment.

Experience in teaming with functional experts and directing agencies on development of digital experiences and content.

Project leadership (medium to large-scaled projects) with working familiarity with multiple digital channels and their applicability within a demand generation plan.

Experience in high tech and software marketing, experience in sales or marketing agency a plus.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in ERP, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion – SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and / or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team : Careers@sap.com.

For SAP employees : Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Compensation Range Transparency – SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP's commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 224700 - 381900 (USD). The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements : SAP North America Benefits.

We are ethical and compliant – Our leadership credo : Do what's right. Make SAP better for generations to come . We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP's values and shape SAP's culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID : 436612 | Work Area : Marketing | Expected Travel : 0 - 10% | Career Status : Executive | Employment Type : Regular Full Time | Additional Locations : #LI-Hybrid

Nearest Major Market : San Jose

Nearest Secondary Market : Palo Alto

Job Segment : ERP, Compliance, SAP, Field Marketing, Cloud, Technology, Legal, Marketing

J-18808-Ljbffr