SAP Concur - Senior Field Marketing Manager, Nationals Job

Job Description

Requisition ID: 235470
Work Area: Marketing
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

Job Overview

The Senior Field Marketing Manager for US Nationals is responsible for supporting the attainment of revenue and pipeline growth goals in one of SAP Concur’s larger addressable markets. SAP Concur defines midmarket firms as having 500-999 employees. There are roughly 23,000 of these firms in the US, and within the SaaS-based spend management category, they represent a $60 million market opportunity, growing double digit (AMI Partners). The Nationals segment also includes larger firms of up to $4B in annual revenue, that are not managed by our Enterprise sales team.

You, as the marketing leader for US SMN Nationals, would be the growth strategist and “CMO” of the division. You’ll partner deeply with divisional sales and market development leadership to share insights, establish priorities, and formulate plans. You’ll then bring those plans to life in two ways: through a set of programs or engines that you directly execute (e.g. targeted account-based marketing programs), and by guiding and influencing cross-functional partners for impact. These partners include digital marketing, event marketing, local demand gen/acquisition, partner/channel marketing, and more.

This is the ideal role for multi-disciplinary marketers who are passionate about deeply understanding the target audience and maximizing marketing budgets and resources across all phases of the buyer’s journey in pursuit of customer acquisition and revenue growth. If you one day aspire to be a regional marketing leader, a product or category marketing leader, or a general manager that oversees multiple business functions, this could be a great role for you.

Strategic thinking, communication, collaboration, and informal leadership are vital in this role in order to align stakeholders and partners. Drive for results, organization, and attention to detail are also crucial, as is curiosity. Confidence working with data is important in order to uncover opportunities in the funnel, and to inform segmentation, targeting and positioning. There will be opportunities for incremental and potentially breakthrough improvement across all stages of the funnel in terms of volume, conversion and velocity. One of the key challenges of the role will be to identify and innovate new, scalable ways to reduce the burden of pipeline generation on the part of regional sales executives.

This is an exciting challenge and a great opportunity to help take SAP Concur’s US SMN division into a new costumer experienced-based era where touch points are personalized, marketing engines are scaled, and breakthrough growth is delivered. Other divisions within SAP Concur and other SAP lines of business will surely take note of the innovation that you spearhead.

The position reports to the Senior Director of New Business Marketing.

Responsibilities

• Engage proactively with direct sales teams to understand sales goals, identify marketing and sales enablement requirements, and gather feedback on marketing activities
• Engage proactively with central marketing teams to review plans, share local/division-level requirements, and provide feedback on global/regional programs and assets
• Customize centrally created programs for local deployment
• Develop annual plan and quarterly program plans to deliver pipeline and revenue goals for paired direct sales teams
• Manage a marketing budget
• Assess local marketing readiness and identify optimization opportunities
• Evaluate, select and manage vendors that contribute to local demand marketing programs
• Use buyer insights to segment and optimize target audiences
• Analyze local pipeline volume, performance and forecasts, including specific views for segments and sales reps
• Identify local lead routing and scoring requirements and changes
• Develop and implement pipeline acceleration programs jointly with sales
• Tailor global and regional programs and assets; create or commission new market–specific programs to be activated in the market
• Work with central teams to develop sales enablement tools, programs in a box, training and content
• Communicate to and educate the sales team about new and planned marketing activities, including global, regional and local programs
• Develop collaborative prospecting strategies with sales partners
• Work with lead acquisition team on monthly marketing campaigns that target your business unit.
• Work with Sr. Marketing Automation Manager to develop dynamic content/messaging for your business unit within email nurture programs

Position Requirements

• 4+ years field marketing experience in B2B cloud software industry; 2+ years working with direct sales teams
• BS required, MBA preferred
• Proven experience working with direct sales teams and supporting programs to create pipeline and close deals; previous sales or inside sales experience a plus
• Experience with MS Office applications, CRM (Salesforce), marketing automation (Marketo or a similar tool), business intelligence tools (e.g. Tableau), and budgeting/resource management tools (e.g. Ariba, Allocadia)
• Experience forecasting and managing a marketing budget; building and executing marketing plans; analyzing and reporting on closed-loop, marketing program performance including ROI and ROMI
• Ideal: Experience with account-based marketing (“ABM”)
• Ideal: Experience writing B2B marketing content (email, direct mail, web pages, etc.)
• Ideal: Experience working in agency and/or with agencies.
• Ideal: Experience with Marketo, Salesforce and Outreach.io

Job Specific Specialized Knowledge & Skills

• Strong communication, collaboration and interpersonal skills including influential leadership
• Action/achievement-oriented and independent with strong organizational skills
• Effective at overcoming ambiguity with solid go-forward strategies
• Flexibility and willingness to prioritize and effectively manage a broad variety of initiatives
• Thrive in an informal "start-up" culture including willingness to work extended hours from time to achieve goals set by immediate manager or demanded by key stakeholders
• Job entails up to 10%+ travel

WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
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: [email protected] or [email protected] , APJ: [email protected] , EMEA: C [email protected] ). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Successful candidates might be required to undergo a background verification with an external vendor.
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