Demand Manager, Mid

**We help the world run better**

Please Note:
The Demand Manager is responsible for the GB Demand Generation for a specific MU / territory defined by the business. The Demand Manager drives a data driven approach for Demand Generation. This approach entails a combination of a;
- Highly talented team;
- A demand generation process aligned with the modern customer buying behaviours and
- A set of modern tools that provide intelligence and insight to take the right decisions

**Key Priorities**

Build the Demand Engine for the respective Market Unit needs to support all GB customer facing roles to achieve the best possible quality pipeline.

Work closely with sales operations and marketing 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.

**Main Activities Include**
- Organise Demand Planning to analyse gaps, identify whitespace, Cross & Upsell Opportunities and improvement areas to optimize the SAP Channel.
- Liaise with Sales, Marketing, BusDev and Partner Management to drive campaign execution.
- Foster a culture of making data-driven decisions across all demand generation functions
- Orchestrate the ongoing interaction between key roles to consistently drive GB Pipeline.
- Ensure Demand Generation plans are executed & tracked to desired outcomes.
- Implement best practices; drive continuous process improvement and simplify with tools and technology.

**Demand Planning**
- Run Demand Planning: 2 - 3 times per year (includes Demand Discovery) and be expert on the Demand Generation within. Orchestrate demand to increase run rate and volume
- Strong relationship with data foundation and insights (sweet spots for territories) and work closely with marketing to drive Integrated planning and orchestration
- Source and plan demand generation campaigns, and schedule the execution
- Organize and orchestrate a disciplined & regular demand council & cadence
- Track Pipeline Health on an ongoing basis

**Driving The Success Of The Demand Generation Plan**
- Translate the need to build a demand generation plan and drive to success in the focus areas
- Understand demand in the “addressable market”
- Identify sweet spot campaigns for key focus offerings /industries
- Leverage content and prescriptive campaigns in a box (CIB) with clear content repository for CIB
- Set priorities and expectations for each contributor
- Ensure appropriate cadence and governance in place
- Clear co-ordination and communication of all stakeholders to ensure successful execution of the DG plan

**Key Stakeholders**
- Business: GB Head, CS Regional Leader, FSLM, SLSM, CSE, DDE, DDE Leader
- Marketing: Commercial Sales Marketing, GB Marketing
- Channel: Channel Head, Partner Business Manager, Partner Service Delivery
- LOB: Solution center, Business Development CoE

**Measurement Of Success**
- Visibility into pipeline (current QTR plus 2QTR beyond)
- Predictability of pipeline
- Volume of activity
- Quality coverage and conversion to revenue
- Per source tracking (Marketing, Channel, Sales, DDE)
- Planning activity output
- Minimum 3 campaigns per month (1 per SB across triple focus)
- Measure activity through to revenue
- Development of an aligned DG plan
- Successful execution of the DG plan
- Required cadence & DG governance in place and successful
- Average CSE attainment

**Competencies & Skills**
- Business Acumen: needs to understand our prospects’ desired ‘Business Outcomes’ and how we map this to the SAP product portfolio
- Analytical: deep insight into key metrics that drive Sales Pipeline and ability to translate this into Sales Programs
- Stakeholder Management: ability to act like a ‘spider in the web’ among the core stakeholders (Sales, Marketing, Partners, DDE/DTO, Sales Ops)
- Strong team player, driving results in a dynamic and virtual organization (Sales, Marketing, Channel and Development)
- Disciplined, data-driven decision-making with a service-oriented approach
- Strong analytical skills and able to hold key stakeholders accountable for actions and outcomes
- Excellent communication, relationship building & presentation skills at all levels of the organization in an international, multi-cultural setting
- Superior organizational, business strategy planning and program/project management skills

**Education & Qualifications**
- Minimum of a Bachelor’s Degree, MBA/Master's degree or equivalent preferred
- A senior professional with 7+ years’ experience in Marketing, Sales or Sales Operations.
- Experience in driving Sales Pipeline with experience in modern “data-driven” methods of demand generation (Digital Sales, Social Selling, Digital Marketing, Outbound Prospecting, Propensity Modelling)
- Experience in integrated campaign planning, demand generation, digital marketing and project management best practices.
- Expe