SVP, Head Concur Market Strategy

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Within ISBN Marketing & Solutions, marketers and solution managers create a differentiated and meaningful value proposition that connects the needs of the market to SAP’s portfolio of products and services. We are the bridge between our Product Engineering and Customer Success groups, providing thought leadership, clarity on target audiences and related opportunity, strategic and effective market messaging and the orchestration of our overall business growth plan. We measure our success by our ability to develop relevant, market leading solution strategies and corresponding creative, innovative marketing strategies that, together, gain audience mindshare, establish SAP as a market leader and ultimately, drive business success and portfolio growth that support our revenue ambition.

The Head of Concur Market Strategy owns the development of the portfolio strategy, inclusive of both solution and marketing strategies, to drive market awareness, achieve pipeline objectives, ensure solution deployment and deliver market adoption for Concur’s Travel & Expense solutions. This leader will work collaboratively with other leaders within ISBN as well as the broader SAP community. The Head of Concur Market Strategy is recognized as a travel & expense thought leader and evangelist driving core solution and marketing strategies, demand generation, customer solution adoption and positive external company perceptions of SAP in the B2B category.

The Head of Concur Market Strategy will be responsible for inspiring a team of innovative solution managers and growth marketers to create comprehensive solution strategies for travel, expense, invoice management and the SMB market in collaboration with product engineering leaders and integrated marketing programs, partnering with marketing leaders, to build pipeline and drive solution adoption. This leader needs to drive internal alignment by rallying teams around coordinated, strategic investments in target audience segments. It requires a fundamental shift in thinking from “What is the best way to position this offering for my audience?” to “Who is my right audience? What do members of this audience care about? What are their needs, and how can we help them fulfill those needs?” The Head of Concur Market Strategy must be comfortable leading a highly matrixed organization and collaborating with solution area leaders including commercial, product strategy and engineering leaders, as well as marketing leaders in the corporate marketing and field teams.

Responsibilities:

• Define, own and drive the overall multi-year market strategy and business growth plan for Concur, including focus on travel, expense, invoice management, SMB and midmarket solution areas. This includes participating in Winning Plan development, alignment and execution.
• Work with Concur CPO & CRO to define the solution area growth strategy & plan grounded in market insights, spanning customer needs, competition and industry analysts.
• Own Concur specific commercial terms (pricing and licensing), packaging (solution bundles) and promotion strategy (i.e. LEPs)
• Own and support Concur federal government operations
• Work collaboratively across a global, matrixed organization to build alignment on strategic direction and investment to ensure successful execution of the growth plan.
• Drive an audience-centric market approach within the organization, ensuring that solution development, market messaging, content and campaign strategies are centered around customer needs.
• Define the SOLEX and ISV ecosystem strategy for the solution area in alignment with the Concur CPO, CRO and the Global Partner organization
• Own all Concur marketing content and ensure consistent messaging across all channels
• Ensure articulation of the unique business value of Concur through compelling marketing programs that engage audiences across the customer lifecycle. Teams reporting to you will own and execute the portfolio narrative internally and externally.
• Partner with the Global Demand center and the Field Marketing organization to deliver integrated marketing management programs to diverse target audiences through messaging, positioning, content, and solution/industry expertise, ensuring global consistency of program execution and most importantly, high-impact plans and campaigns that support market awareness, promotion, demand generation, customer adoption, revenue growth and retention.
• Support strategy/interaction with market stakeholders such as Analyst Relations, Public Relations, internal communications, and other communication channels (i.e., social media) to deliver thought leader messages into the market.
• Manage the hiring, development, and retention of solution management and marketing talent by providing leadership, direction, coaching and mentoring to the team.

Qualifications

• Customer-first mindset and experience.
• 10 years of software solution management and/or product marketing experience
• Track record of success building growth plans, driving strategy development, executing with a performance management lens and an ability to work through ambiguity.
• Experience in B2B organizations highly desired. Experience in travel high desired. Also will consider experience in spend management or procurement with industry / ecosystem awareness to understand and capitalize on trends to drive portfolio differentiation and growth.
• Experience defining both direct and partner led growth strategies.
• Ability to lead, manage and inspire. Proven people manager that can create high performing teams.
• Strong collaborator who can manage up, across and within the organization, working with teams such as Sales, Product Engineering, Finance and Operations.
• Experienced communicator, capable of influencing C-level executives. Confidently and eloquently represents the business value of marketing and solutions strategies. Strong oral and written communication skills.

• of marketing and solutions strategies. Strong oral and written communication skills.

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID:328420 | Work Area: Solution and Product Management | Expected Travel: 0 - 10% | Career Status: Executive | Employment Type: Regular Full Time |