Head of Gtm Strategy and Planning, Industries

**What we offer**

**ABOUT THE TEAM**
Industries & Customer Advisory (ICA) is a key organization within SAP driving Industry Thought Leadership, Innovation, Market Development, Customer Engagement, Industry & Value Advisory, Presales and Sustainability together with teams across SAP, as well as with customers and partners. Our focus is to drive Customer Success across all lines of business in 25 industries. ICA has global coverage with teams in all regions.

Within ICA, the Go-to-market (ICA GTM) team is here to set SAP for success closing the loop between SAP strategy and Field execution with Industry lens. For that, the GTM team is organized in 3 teams: GTM Strategy & Planning, GTM Field Execution, and Enablement. We are looking for the lead of the GTM Strategy & Planning.

**YOUR FUTURE ROLE**

As Head of ICA GTM Strategy and Planning, you will be a key member of the ICA GTM team within the Marketing & Solutions Board Area. Your goal will be to empower our sales & ICA organizations to lead and build a competitive advantage with Industries. It starts with taking ownership of SAP’s strategy, listening to the evolving market trends, strategizing and leading key GTM pilots in close collaboration with the Regions. It continues by learning from these pilots to codify and standardize the proper GTM in the various strategic offering domains and finally scale it across the company.

This role requires a robust understanding of SAP’s go-to-market and Industries organization to enable industry thought leadership across SAP, sales, and the whole Industries & Customer Advisory organization.

**Your main responsibilities will be to**:

- Manage a team of GTM experts whose role is to own SAP strategy and plan for the best GTM, liaising with Global ICA teams (IBU’s, Industry Strategy & New Businesses, Industry Marketing, value Experience, Content labs,...) and the 7 regions
- You will get access to SAP strategy firsthand and will divide it into key strategic topics for our GTM
- You will ensure close alignment with Regions, setting up pilots with them on key GTM topics, with a goal to get early involvement and feedback of the Field and their contribution in defining the best GTM framework for our success
- You will learn from these pilots and will codify the GTM both on content/assets needed and on the customers’ engagement approaches / sales motions
- You will work closely with the Field Execution team and the Enablement team to ensure we can quickly scale your defined GTM frameworks and set our Advisors & sales for success
- You will constantly actualize our GTM strategy and will follow up on the execution ensuring we actually drive pipeline and revenue growth for global industry priorities
- Part of the GTM Strategy and Planning is to support incubation solutions (i.e. Industry Cloud, Sustainability) by ensuring successful solution launches through standardized assets, sales plays and enablement

**YOUR PROFILE**
- 10+ years’ experience in software sales or sales supporting functions
- Excellent understanding of SAP go-to-market organization and operating model
- Experience in working with SAP’s Industry Business Units / experts
- Expertise in driving industry thought leadership in the software industry
- Strong experience across multiple Regions and Market Units driving demand generation, field execution and industry growth programs
- Experience in industry-specific content / asset development along the customer journey
- Deep understanding of SAP and the industry, keeping abreast of key trends and industry issues
- Ability to influence without authority and drive clarity and alignment across a large set of stakeholders
- Ability and passion for developing and retaining amazing talent
- Growth mindset with desire to learn and try new approaches
- Self-motivated and team oriented
- Flexible and able to cope with ambiguity and change
- Excellent English writing and editing skills, any other language an asset

**We are SAP**

**Our inclusion promise**

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 and more equitable world.

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.

Requisition ID:334163 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: