VP of Sales Development, NA Digital Hub

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Position Purpose

We’re excited to welcome our next VP of Sales Development Executives (SDE) to our vibrant SAP Digital Hub in Alpharetta!

As the VP Leader of Sales Development for NA, you will play a key role in shaping the future of SAP's digital sales strategy, driving growth, and fostering a culture of innovation, collaboration, and success. This is an exceptional opportunity to step into a second-line manager role, reporting directly to the Regional Head of NA Sales development, where you’ll inspire, coach, and lead a talented team of SDE managers, helping them realize their potential and achieve outstanding results.

You’ll lead from the front, working closely with senior leaders and stakeholders across the organization. You’ll own the vision and strategy for sales development in the Corporate and Partner NA region, driving alignment with SAP’s overall growth goals and building a customer-first, digitally focused organization.

In this role, you’ll be responsible for setting and achieving ambitious goals while nurturing a culture that embodies SAP’s core values of Innovation. Based out of the Digital Hub in Alpharetta, you’ll work alongside some of the best minds in the industry, helping to shape the future of SAP Digital and influencing the next generation of sales development talent.

Your main goals as the NA SDE VP are:

Run Like a Business : Drive sales productivity by building a high-quality pipeline that translates into significant wins and new customers for SAP. Refine demand generation tactics and ensure robust business process execution.
Sales Stakeholder Alignment : Partner with Sales Stakeholders to add incremental value to their businesses from pipeline and revenue perspective.
Learning and Personal Growth : Invest in developing SAP’s future sales professionals through skill-building and growth opportunities aligned with SAP’s high standards. Craft an impactful culture for the Alpharetta SDE Org.

SAP Digital’s mission is to exponentially scale customer engagement while reducing our cost to serve, using innovative digital approaches, virtual engagements, and a digitally savvy, co-located team. This “Digital First” approach drives our go-to-market strategy, enabling us to deliver world-class digital experiences and maximize Customer Lifetime Value. Our vision is to be the best cloud software provider globally, achieving sustainable and profitable growth.

Challenge yourself in a forward-thinking, customer-centric team that combines structured demand management with cutting-edge digital tools. We’re passionate about growing a talented team of future sales leaders and encourage creativity, boldness, and collaboration at every level. Join us in elevating our SDE organization to new heights!

Key Responsibilities & Tasks

Live the Leadership Credo: Do what´s right!

Be agile : Adapt and drive change: Drive continuous improvement to ensure the team is operating at its best. Promote experimentation and continuous learning, and encourage the team to take calculated risks.
Be Ethical : Win the right way: Demonstrate and champion ethical and compliant behavior towards employees, customers, partners.
Be Inclusive : Foster an environment where every team member feels comfortable sharing new ideas, concerns and failures.
Be accountable : Inspire high performance: Take ownership for results to ensure the best outcomes for the customer. Follow through on commitments. Give actionable feedback to colleagues and leaders early and often. Invest in the development of individuals & teams to build critical skills.
Bring our strategy to life : Accelerate our plan together: Make courageous decisions investing in SAP’s long-term success while safeguarding short-term results. Keep up to date with SAP strategy and help the team prioritize to stay focused. Set clear expectations by translating SAP strategy into meaningful, measurable goals.

People Development

Lead and inspire a high-performing team through transparent decision-making and open feedback, fostering a culture of collaboration, engagement, accountability and achievement.
Drive Performance : Manage and optimize productivity across the team to consistently deliver and exceed targets.
Drive the execution of ongoing training and coaching programs to maximize sales readiness, employee satisfaction, and SDE career growth.
Lead recruitment and team evaluation based on coverage needs, ensuring alignment with SAP’s talent strategy.
Champion Digital Transformation : Act as an ambassador for SAP’s digital transformation, continuously seeking innovative approaches and digital best practices to optimize team performance and customer engagement.
Encourage effective teamwork and autonomy by providing support and fostering a climate of collaboration and trust.
Celebrate success and foster a strong culture of recognition.
Collaborate Cross-Functionally : Represent the team to senior stakeholders, promoting alignment across the organization.
Nurture a Winning Culture : Cultivate a team culture that aligns with SAP’s values, customer focus, trust, empathy, and innovation. Inspire a sense of belonging and pride in being part of SAP Digital and the Barcelona Hub.

Strategy & Innovation

Define and communicate a clear vision and strategy for Sales Development in alignment with SAP Digital’s objectives.
Foster a culture of innovation, experimentation, and ideation, capitalizing on the team’s diverse backgrounds and perspectives.
Align with SAP Digital, Field Sales, Channel, Marketing, Revenue Operations, and other key stakeholders to support demand generation, sales execution, and market responsiveness.

Pipeline & Sales Development Management

Ensure a robust sales pipeline through collaborative demand-generation activities with regional and cross-functional teams.
Regularly review pipeline health, reporting progression and revenue forecasts to stakeholders.
Drive effective opportunity handover and conversion strategies, enhancing pipeline quality and customer experience.
Achieve sales targets by setting clear team objectives and closely monitoring pipeline performance.
Oversee prospecting activities and leading indicators through multi-channel buyer engagement.
Coordinate with broader sales and marketing initiatives to maintain an integrated approach to market coverage.

Stakeholder Management & Commitment

Define SDE territories, allocate resources based on market potential, and regularly assess resource allocation.
Build and maintain strategic relationships with regional sales leaders, partners, and executives.
Facilitate the successful rollout of SAP sales programs, evaluating and enhancing initiatives to meet growth objectives.

Competencies & Qualification:

Key Competencies :

The ideal candidate for this role is a seasoned, passionate sales leader with a proven track record in sales development or digital sales, ideally in a regional or multi-country context. We’re looking for someone who combines strategic acumen with a hands-on approach, thrives in a fast-paced environment, and has a deep commitment to team growth and customer success.

Leadership: You bring strong leadership experience, as a second-line manager, with a demonstrated ability to build, mentor, and motivate teams to high performance. You are an inspirational leader who empowers others. An empathetic and supportive leader who builds strong relationships through high emotional intelligence. You inspire trust and cultivate a positive team environment where each member feels empowered to grow and succeed.
Strategic Vision and Strong Communicator : You have a big-picture mindset and are able to align sales development strategies with SAP’s broader business objectives, adapting quickly to changing market dynamics. An effective communicator who brings transparency and clarity to every interaction. You actively listen, provide constructive feedback, and empower your team to make informed decisions. You know when to leverage the power of a positive “no” to maintain focus and alignment.
Growth Mindset : A calm, resilient professional with a bright outlook, ready to lead through change and uplift the team. You bring a positive presence, guiding your team through challenges, fostering growth, and supporting continuous learning.
Experienced Professional : A results-driven sales leader with a track record of success in business development. You’re adept at navigating a complex landscape of stakeholders, processes, and regional market dynamics, staying focused on outcomes and driving impactful results.
Customer-Centric Approach : You put the customer at the center of everything you do and champion a culture focused on delivering value and exceptional experiences.
Collaboration and Influence: You excel at building relationships and influencing across functions and regions, ensuring seamless collaboration with various teams, especially in a matrix organization. A proactive, structured leader who builds partnerships and fosters collaboration to achieve ambitious goals. You are decisive and committed, creating a safe and fair environment where innovation, experimentation, and iteration lead to meaningful progress and team success.
Digital Innovation : You are passionate about digital sales and transformation, always looking for ways to leverage new tools, insights, and methodologies to stay ahead of the competition.
Data-Driven Decision Making : You are comfortable with analytics and use data to drive decisions, measure success, and continuously optimize team performance.
Cultural Sensitivity and Adaptability : Given the diverse nature of EMEA, you bring a keen understanding of cultural differences and excel in tailoring approaches to a multicultural environment.

Qualifications :

Extensive experience in sales development, business development, and strategy execution in alignment with sales.
Proven success in people management, with at least 4 years of first-line management experience. Second-line management experience an asset.

If you’re ready to take on this exciting challenge, step into a role that offers real impact, and lead a team that’s driving change across NA, we’d love to hear from you!

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Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 172900 - 294000(USD) 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. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.