Hxm Demand Management

**We help the world run better**

**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 Demand Management Lead in for HXM across Asia Pacific and Japan is at the forefront of this exciting opportunity. A strategic leader that will work alongside HXM’s COO and Head of Sales, and be a main owner for evolving HXM’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 will be responsible of designing and executing HXM’s demand plans, leveraging a source, segment and stage agnostic simplified demand framework that will allow the coordination and consolidation of all pipeline build strategies and the design and execution of business development and strategic DG programs across the organization - a collaborative attitude and integrated approach will be key

The Head of Demand brings a sense of purpose and fun to the hard craft of building quality pipeline. He or she will act as a Trusted Advisor to the COO and 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**:

- HXM’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 HXM.
- Work with a broad range of Demand drivers like MU Demand Management, Marketing, Customer Reference, SDR, plus more, to drive HXM’s success through collaboration, to accelerate HXM’s growth
- Integrate the Demand Plan consolidating all sources of demand and business development
- Identify synergies and share best practices across business areas and all stages of CLTV.
- Implement a governance model at the Regional level with Demand Management stakeholders (Solution Advisory, Value Advisors, Marketing, PES, etc) to review R4Q business health (quality check), identify new activities and track the execution.
- Interact with DM teams on Demand Plan topics, benchmarking with other Market Units and replicating best practices.
- Support the localization 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**:

- Build the Demand Engine for HXM that supports all customer facing roles across CS and CSS to achieve the best possible quality pipeline.
- Coordinating DG efforts closely with CA (Solution Advisors, Value Advisors and Pre-Sales), Marketing, Partners (PES) and Business Operations to analyse market opportunities and identify pipeline gaps. With that insight, then closely align with Sales, Marketing and Partner Management to build and drive demand generation plans to provide solid pipeline coverage and conversion in the given business unit within R4Q.
- Cross-pollination between all the stakeholders, building and maintaining a strong network of all DG contributors.
- Cultivate a customer centric approach where customers are engaged on their own terms
- Identification of engaged Net New prospects with a data driven approach to increase demand generation efficiency
- Amplification of a coherent and consistent HXM message across multiple channels and to identified key audiences
- Ensure continuity and governance in Demand Management Framework and follow up on the 4 phases -Discovery, Planning, Execution and Steering
- and their respective practices.
- Align with Sales Leadership to create and drive execution of a Demand Plan at unit and country level, to close the R4Q pipeline gap and improve conversion rates.
- Foster creative demand generation strategies leveraging all stakeholders.
- 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.
- Review DG practices for continuous process improvement, drive simplification and provide feedback to stakeholders. Host the monthly business health-checks and steerco meetings to forecast demand.
- Share best practices and innovate DG practices with local leaders and regional counterparts

**Key Stakeholders**
- Main stakeholders: HXM COO and Regional Sales Lead
- Business: Sales Heads, Pre-sales Lead, Services Head
- VAT: Demand Managers, Sales Development, Solution Advisory Manager, Value Advisor Manager, Pre-sales, Marketing, PES, PBMs, Customer References and Business Operations.

**Skillset**:

- Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
- Strong financial & business acumen, a