Americas Head of Demand Management
SAP, Chicago, IL, United States
The Americas Head of Demand Management reports to the Head of Business Suite Americas and owns the end‑to‑end demand strategy—from ideation, discovery, and planning through execution and steering—to ensure consistent achievement of pipeline and bookings objectives.
The successful candidate for this role will serve as the strategic nexus across Marketing, Digital Hub, Customer Success, Services & Delivery, Sales, and Partners, orchestrating alignment and collaboration to drive demand creation, pipeline progression and expansion opportunities. He/she/they will design and deploy innovative demand programs, consolidate best practices, and drive scaling of high‑impact tactics to build and convert high‑value pipeline. Leveraging data and insight, this role will also identify conversion bottlenecks and facilitate solutions to drive performance.
The ideal talent for this role combines deep demand management expertise—across discovery, planning, execution, and steering—with strong solution and market insights, and excels at creating strong cross‑functional interlocks. We are looking for a proven leader with a track record of driving global demand programs, leading distributed teams, and embedding a transformational mindset at scale.
Key Responsibilities Demand Generation
Define the Americas Demand Management strategy, engaging each Demand Manager and supporting their efforts to turn the GTM priorities into a demand plan that unifies all sources of demand into one ambitious and executable demand roadmap.
Support the Demand Managers in their efforts to drive net‑new pipeline through end to end demand programs that engage all Sources of Demand, piloting innovative tactics, uncovering whitespace, and equipping teams with scalable tools, playbooks, and data‑driven guidance.
Planning
Define and lead the annual demand plan creation, including the development and launch of sales plays in partnership with cross functional teams.
Partner with Demand Managers to define enablement needs to activate demand plan and upskill teams.
Lead best practice sharing across regions, fostering cross‑regional collaboration and empowering local teams through enablement and consistent guidance.
Steering & Business Execution
Orchestrate execution of demand plans, in partnership with global and regional cross‑functional teams. Ensure collaboration, action and governance.
Oversee the Demand Management team and the execution of the Demand Management plan, in alignment with GTM plan and coverage model.
Continuously monitor and track pipeline creation and conversion against global targets. Own the health check of pipeline—tracking KPIs, spotting trends, and communicating results across executive forums and reviews. Identify what consistently delivers quality pipeline and guide strategic shifts in demand investment, delivering recommendations on what to start, stop, or scale to improve demand generation and eliminate inefficiencies.
Partner with RevOps/S&O to shape demand tools while focusing on interpreting insights. Leverage insights to proactively identify and solve pipeline and coverage gaps.
KPIs
Pipeline strength & conversion rate
Net Pipeline creation
Pipeline creation and coverage
Experience
Customer Focus: Well‑respected, proven leader with a strong focus on the Customer. In depth understanding of Demand Management. Thought leader and solution influencer, internally and externally, acutely aware of customer needs, market trends and competitive threats.
Leadership: Track record of solid line and dotted line organization management manifested by high leadership trust score and employee engagement score. Culturally aware with an appreciation and understanding of how to best engage and energize teams across regions and functions.
Transformation: Track record of translating transformations and strategy into execution & measurable business success.
Entrepreneurial mindset: Able to quickly identify what’s working, what’s not, and where the business must pivot to maximize ROI from demand‑generation efforts.
Business performance: Ability to facilitate and / or directly deliver non‑linear growth. Experience driving demand through a multi‑faceted, out‑quarter and multi‑year demand landscape.
This role is open to Americas based candidates.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture. The targeted annual combined range for this position is 271,800–578,700 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc., as determined through the selection process.
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 in compliance with applicable federal, state, and local legal requirements.
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The successful candidate for this role will serve as the strategic nexus across Marketing, Digital Hub, Customer Success, Services & Delivery, Sales, and Partners, orchestrating alignment and collaboration to drive demand creation, pipeline progression and expansion opportunities. He/she/they will design and deploy innovative demand programs, consolidate best practices, and drive scaling of high‑impact tactics to build and convert high‑value pipeline. Leveraging data and insight, this role will also identify conversion bottlenecks and facilitate solutions to drive performance.
The ideal talent for this role combines deep demand management expertise—across discovery, planning, execution, and steering—with strong solution and market insights, and excels at creating strong cross‑functional interlocks. We are looking for a proven leader with a track record of driving global demand programs, leading distributed teams, and embedding a transformational mindset at scale.
Key Responsibilities Demand Generation
Define the Americas Demand Management strategy, engaging each Demand Manager and supporting their efforts to turn the GTM priorities into a demand plan that unifies all sources of demand into one ambitious and executable demand roadmap.
Support the Demand Managers in their efforts to drive net‑new pipeline through end to end demand programs that engage all Sources of Demand, piloting innovative tactics, uncovering whitespace, and equipping teams with scalable tools, playbooks, and data‑driven guidance.
Planning
Define and lead the annual demand plan creation, including the development and launch of sales plays in partnership with cross functional teams.
Partner with Demand Managers to define enablement needs to activate demand plan and upskill teams.
Lead best practice sharing across regions, fostering cross‑regional collaboration and empowering local teams through enablement and consistent guidance.
Steering & Business Execution
Orchestrate execution of demand plans, in partnership with global and regional cross‑functional teams. Ensure collaboration, action and governance.
Oversee the Demand Management team and the execution of the Demand Management plan, in alignment with GTM plan and coverage model.
Continuously monitor and track pipeline creation and conversion against global targets. Own the health check of pipeline—tracking KPIs, spotting trends, and communicating results across executive forums and reviews. Identify what consistently delivers quality pipeline and guide strategic shifts in demand investment, delivering recommendations on what to start, stop, or scale to improve demand generation and eliminate inefficiencies.
Partner with RevOps/S&O to shape demand tools while focusing on interpreting insights. Leverage insights to proactively identify and solve pipeline and coverage gaps.
KPIs
Pipeline strength & conversion rate
Net Pipeline creation
Pipeline creation and coverage
Experience
Customer Focus: Well‑respected, proven leader with a strong focus on the Customer. In depth understanding of Demand Management. Thought leader and solution influencer, internally and externally, acutely aware of customer needs, market trends and competitive threats.
Leadership: Track record of solid line and dotted line organization management manifested by high leadership trust score and employee engagement score. Culturally aware with an appreciation and understanding of how to best engage and energize teams across regions and functions.
Transformation: Track record of translating transformations and strategy into execution & measurable business success.
Entrepreneurial mindset: Able to quickly identify what’s working, what’s not, and where the business must pivot to maximize ROI from demand‑generation efforts.
Business performance: Ability to facilitate and / or directly deliver non‑linear growth. Experience driving demand through a multi‑faceted, out‑quarter and multi‑year demand landscape.
This role is open to Americas based candidates.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture. The targeted annual combined range for this position is 271,800–578,700 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc., as determined through the selection process.
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 in compliance with applicable federal, state, and local legal requirements.
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