Sales Development Manager - Digital Hub; Alpharetta, GA

Sales Development Manager - SAP Digital Hub (Alpharetta, GA)

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 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.

The Digital Sales Development team guides and influences customers to take informed decisions in the early stages of their digital transformation journey by creating a world‑class engagement experience. The team is responsible for building and nurturing pipeline for dormant and net sales opportunities in the Corporate Business segment and incremental revenue aligned with the Sales teams within their assigned space. This team drives digital and high‑quality engagement with potential customers delivering superior customer experience.

As a Digital Sales Development Manager, you will work with and develop a team focused on sourcing and nurturing demand to grow all solutions in SAP’s portfolio across all industries, working with SAP & Partners resources, as well as Customers. You will be focusing on SAP’s solution area described below.

• Manage a team of Specialist Sales Development resources (SDEs) whose mission is to extend SAP's market coverage by generating new pipeline for SAP solutions.
• Produce high‑quality incremental pipeline with a high conversion rate to bookings for the target business segment.
• Develop SDE talent into the future Account Executives.
• Operate with excellence, taking data‑driven business decisions to optimize Demand Generation tactics, and run an operating model with rock‑solid business process execution.

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are part of by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers.

Look for opportunities to coach and recognize employees directly and provide just‑in‑time feedback so that employees can reflect on your input immediately. Support and manage low performers of your team to bring them back on a successful track against their KPIs.

• Overall Management
  • Sales Strategy:
    • Communicate SAP's overall Sales & Marketing Strategy to all stakeholders internally and externally.
    • Identify key areas (regional, industry segment, solution segment, etc.) of the Sales route‑to‑market which enables SAP's growth within assigned segment, territory and/or LoB.
    • Prioritize these areas according to market potential and develop feasible implementation plans in accordance with regional and local business requirements and ensure an ongoing review process to react on competitive challenges and market dynamics.
    • Ensure implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, Digital Hub Leaders, Sales Innovation and Optimization team, Sales Operations, Channel, Solutions and other key stakeholders as required.
  • Sales Management:
    • Responsible for coverage and execution of entire territory incl. quota, top deal status review, forecast on revenue and net new names by customer segment, routes to market (direct vs. indirect), education and consulting where assigned and other dimensions as assigned.
    • Promote an effective approach to improve the Sales route‑to‑market in assigned territory taking regional/local market dynamics into account.
    • Oversee and be accountable for recruitment, development and management of the SDEs and assign appropriate territory & focus areas where needed. Oversees fulfilment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional/MU level.
    • Accountable for managing the SDEs…