Business Development Expert Digital Manufacturing North EMEA Job

02 Apr 2018
27 Apr 2018
Contract Type
Full Time
Requisition ID: 171093
Work Area: Sales
Expected Travel: 0 - 80%
Career Status: Professional
Employment Type: Regular Full Time


SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.

Business Development Expert Digital Manufacturing North EMEA


As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device - SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.


We are looking for a highly skilled Digital Supply Chain expert to join the "Industry 4.0 - SAP Leonardo" team as part of the Center of Excellence for EMEA North.

Leveraging on the strength of the existing organization, this team has been formed out of the need to engage deeply with our customers, partners and field - focusing on best practices and driving Innovation as a combined organization across Digital Supply Chain, Platform (Leonardo / SAP Cloud Platform) and Data (Hana, Predictive, Vora & Big Data Services).

The mission of the team is:
  1. To work as market makers - business developers to support our region in generating a healthy and sustainable pipeline for our SAP Leonardo, IoT and Digital Supply Chain solutions. To do so, we proactively engage with our field sales colleagues, SAP customers and partners to create awareness and position the value of our unique offering.
  2. To actively support our field sales colleagues in enabling them to articulate a clear value proposition around our solution portfolio.
  3. To proactively engage with our field sales organization to provide expert knowledge required throughout any relevant sales cycle.

SAP's IoT and Digital Supply Chain (IoT and DSC) organization is essential in helping our customers drive their Digital Transformation by delivering simplified and innovate solutions in Supply Chain, Manufacturing, Operational Excellence and R&D/Engineering. SAP significantly invests into solutions supporting Digital Manufacturing such as Manufacturing Execution, Manufacturing Integration and Intelligence or Digital Manufacturing Insights to meet the expectations of its extensive customer base and to exploit a huge market opportunity. The IoT and Digital Supply Chain Center of Excellence is responsible for the attainment of the region's revenue targets through Demand Generation, Enablement, and Sales Execution based on the global strategy and plan. We achieve this goal through:
  • Delivering targeted Demand Generation programs based on clear messaging on our solution innovation
  • Market Unit specific sales and demand generation plans across strategic, key and general business accounts
  • Supplying the best solution and industry domain experts to our customers to provide a powerful and financially rewarding SAP solution roadmap to their business processes
  • Co-ordinating the internal and external ecosystem to manage end-to-end sales cycles with our customers
    The Center of Excellence organization is looking to recruit a Business Development Expert to drive the GTM for our Digital Manufacturing solution footprint in the EMEA North region.

    The position requires the full ownership of the Digital Manufacturing GTM strategy and execution, demand generation as well as deal support, enablement and thought leadership to drive the processes. This includes, but is not limited to use cases and scenarios around Manufacturing Execution, Manufacturing Integration and Intelligence or Digital Manufacturing Insight and any scenarios driven by IoT centered processes. The role requires the ability to drive strategic campaigns as well as tactical initiatives to assure a constant 4x 4RQ pipeline for DSC Manufacturing, as well as contributing to achieving the revenue targets and all major KPIs of the business.

  • Serve as an integral member of a virtual team of subject matter experts delivering results across EMEA North in a best-in-class manner, leveraging the broader IoT and DSC organization
  • Ensure new demand generation and revenue programs to be commercialized and executable in the applicable customer segments across the EMEA North market units
  • Focus on driving profitable revenue results & positive customer technology adoption
  • Work effectively in a team environment and generate high impact results
  • Ensure that work streams are delivered within scope and on time and be responsible for detailed status reporting to regional leadership team
  • Responsible for identifying & implementing performance improvement ideasEDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
  • Experience in enterprise software industry in Sales, Solution Sales & Presales, Business Development or Partner and Program Management
  • Solution expertise and background on core Digital Manufacturing solutions like SAP Manufacturing Execution and processes is a key requirement for this role
  • Knowledge and experience on competitive solutions in Digital Manufacturing is required, experience in the implementation of these solutions is preferred
  • Work Experience as a user of Digital Manufacturing solutions is a significant benefit
  • Proven track record in fostering communities, and driving constant pipeline creation and progression
  • Business Development experience and expertise in coordinating virtual and diverse program teams
  • Existing knowledge on SAPs IoT and DSC solution portfolio and the HANA platform is an additional benefit
  • Bachelor's degree in Business Administration, Engineering or Computer Science required
    • Strong organizational skills to drive complex technology GTM within a highly agile and changing business environment
    • Programmatic capabilities to own, drive and execute impactful demand generation programs & campaigns
    • Ability to define and execute a Demand Generation plan by being able to effectively navigate and influence a matrix organization
    • Excellent internal & external communication skills to clearly articulate the technical and business value & differentiation of the Digital Manufacturing solution portfolio
    • Excellent communication & presentation skills with customers, partners, internal teams, to position the value of the entire IoT and DSC solution portfolio
    • Drive enablement and pro-active learning capabilities across the IoT and DSC community, inspiring with creative business acumen, Design Thinking and highly motivating personality to drive sustainable knowledge build for future business growth
    • Foster collaboration within Center of Excellence and the SAP extended team to drive large deal creation
    • Competitive knowledge and the ability to articulate the key SAP solution differentiators to the internal sales teams, partners and as well as customers
    • Deliver on quarterly business results including management reporting and forecasting
    • Empathy of cultural and regional difference within our region
    • Anticipate change, innovative business acumen and out of the box thinking to guide execution in a fast-paced environment
    • Flexibility in travel within the region where required - up to 60-80%
    • Proficiency in spoken and written English
    • additional language skills such as French are preferred

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

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