Director, Go-To-Market (GTM) Strategy - Americas
SAP Americas, Newtown Square, PA, United States
Role Summary
The Director, Go-To-Market (GTM) Strategy – Americas is responsible for shaping, operationalizing, and continuously improving the go-to-market strategy for SAP’s Americas business. This leader partners closely with regional business leaders across CVG, Marketing, Solution Areas, Finance, and Strategy & Operations to translate SAP’s GTM direction into a focused portfolio of priorities, integrated plans, and execution rhythms across the year.
Key Responsibilities
Define and refine the Americas GTM strategy across segments, industries, solution areas, and routes-to-market.
Translate strategic priorities into an annual and in‑year GTM portfolio with clear objectives, owners, milestones, and success metrics.
Ensure regional GTM priorities align with SAP’s broader direction, including partner‑led motions and segmentation choices where relevant.
Analyze and design growth initiatives for individual stakeholders as well as broader regional businesses.
Provide data & statistical analysis across business priorities to frame initiatives & investment strategy.
Lead the annual and intra‑year GTM planning cycle for the Americas, including prioritization, investment framing, and execution design.
Design and evolve the operating model and management cadences that connect strategy to execution, including business reviews, pipeline reviews, and initiative governance.
Partner with Finance, Revenue Operations, Transformation and business stakeholders to connect GTM priorities to growth goals, productivity assumptions, and resource allocation.
Serve as a strategic partner to senior stakeholders across CVG, Marketing, Solution Areas, Finance, and Strategy & Operations.
Collaborate with global stakeholders in Strategy & Operations to influence global priorities on behalf of the Region and also execute global programs within the Region.
Facilitate alignment on GTM plays, demand motions, coverage approaches, and execution priorities across the Americas region.
Drive structured decision‑making across competing priorities while maintaining focus on revenue growth, productivity, and customer impact.
Support the launch and execution of major GTM initiatives, ensuring plans are actionable, measurable, and embedded in field rhythms.
Establish KPIs, dashboards, and review mechanisms to monitor performance, identify gaps, and recommend course corrections.
Use data, market feedback, and stakeholder input to continuously improve GTM effectiveness throughout the year.
Help simplify and improve how the Americas business plans and executes GTM priorities in conjunction with the Transformation team.
Lead or support strategic initiatives that improve clarity, consistency, and accountability across the commercial organization.
Drive change management, stakeholder communication, and cross‑functional adoption for key GTM transformations.
Required Qualifications
8–12+ years of experience in GTM strategy, sales strategy, revenue operations, management consulting, or a related field in enterprise software, cloud, SaaS, or a similar B2B environment.
Proven ability to develop strategy and convert it into practical execution plans across a matrixed organization.
Comfort with statistical analysis and data visualization, preferably with SAP & Microsoft suite of tools.
Strong analytical, financial, and problem‑solving skills, including business case development, planning frameworks, and performance management.
Demonstrated success influencing senior stakeholders and leading cross‑functional initiatives without direct authority.
Excellent communication and executive presentation skills.
Compensation USD 192,300 – 327,100 (annualized range inclusive of base salary and variable incentive target). The actual amount offered will be within this range, dependent on education, skills, experience, scope of the role, location, and other factors.
Equal Employment Opportunity Statement Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability.
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Key Responsibilities
Define and refine the Americas GTM strategy across segments, industries, solution areas, and routes-to-market.
Translate strategic priorities into an annual and in‑year GTM portfolio with clear objectives, owners, milestones, and success metrics.
Ensure regional GTM priorities align with SAP’s broader direction, including partner‑led motions and segmentation choices where relevant.
Analyze and design growth initiatives for individual stakeholders as well as broader regional businesses.
Provide data & statistical analysis across business priorities to frame initiatives & investment strategy.
Lead the annual and intra‑year GTM planning cycle for the Americas, including prioritization, investment framing, and execution design.
Design and evolve the operating model and management cadences that connect strategy to execution, including business reviews, pipeline reviews, and initiative governance.
Partner with Finance, Revenue Operations, Transformation and business stakeholders to connect GTM priorities to growth goals, productivity assumptions, and resource allocation.
Serve as a strategic partner to senior stakeholders across CVG, Marketing, Solution Areas, Finance, and Strategy & Operations.
Collaborate with global stakeholders in Strategy & Operations to influence global priorities on behalf of the Region and also execute global programs within the Region.
Facilitate alignment on GTM plays, demand motions, coverage approaches, and execution priorities across the Americas region.
Drive structured decision‑making across competing priorities while maintaining focus on revenue growth, productivity, and customer impact.
Support the launch and execution of major GTM initiatives, ensuring plans are actionable, measurable, and embedded in field rhythms.
Establish KPIs, dashboards, and review mechanisms to monitor performance, identify gaps, and recommend course corrections.
Use data, market feedback, and stakeholder input to continuously improve GTM effectiveness throughout the year.
Help simplify and improve how the Americas business plans and executes GTM priorities in conjunction with the Transformation team.
Lead or support strategic initiatives that improve clarity, consistency, and accountability across the commercial organization.
Drive change management, stakeholder communication, and cross‑functional adoption for key GTM transformations.
Required Qualifications
8–12+ years of experience in GTM strategy, sales strategy, revenue operations, management consulting, or a related field in enterprise software, cloud, SaaS, or a similar B2B environment.
Proven ability to develop strategy and convert it into practical execution plans across a matrixed organization.
Comfort with statistical analysis and data visualization, preferably with SAP & Microsoft suite of tools.
Strong analytical, financial, and problem‑solving skills, including business case development, planning frameworks, and performance management.
Demonstrated success influencing senior stakeholders and leading cross‑functional initiatives without direct authority.
Excellent communication and executive presentation skills.
Compensation USD 192,300 – 327,100 (annualized range inclusive of base salary and variable incentive target). The actual amount offered will be within this range, dependent on education, skills, experience, scope of the role, location, and other factors.
Equal Employment Opportunity Statement Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability.
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