About this role
<p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"><strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">We help the world run better</span></strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black"><br>At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.</span></p> <p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"> </p> <p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"> </p><div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>What you'll do:</strong></span></div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">The AI GTM Lead is a high-impact executor responsible for driving measurable Business AI revenue and consumption outcomes across SAP's enterprise customer base. This role owns the full commercial motion for SAP's Business AI portfolio — from demand creation through pipeline maturation and forecast delivery — while orchestrating cross-functional experts to build compelling, high-value proposals for SAP's premium AI use cases.</span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>Owning Demand, Pipeline & Forecast for Business AI</strong></span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">- Own end-to-end demand generation, pipeline health, and revenue forecast for Business AI within the assigned market unit or territory</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Track, manage, and report pipeline coverage and conversion metrics with rigor, driving accountability across sales teams</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Execute account-level GTM strategies that translate AI market opportunity into qualified pipeline</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Proactively identify and close pipeline gaps through targeted campaigns, executive engagements, and field activation</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Serve as the single point of accountability for Business AI commercial performance within the assigned scope</span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>Designing and Maturing Strategic AI Opportunities</strong></span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">- Lead the design of complex, multi-solution Business AI opportunities from initial discovery through executive business case development</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Qualify and mature strategic deals by mapping customer business priorities to SAP's premium AI portfolio and quantifying value</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Facilitate AI Discovery Workshops and C-level engagements to accelerate deal progression and expand deal scope</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Build and evolve customer AI roadmaps that anchor long-term SAP commitment and create expansion opportunities</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Apply industry reference architecture and business process expertise to shape differentiated, defensible AI solution designs</span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>Orchestrating Experts to Win Premium AI Deals</strong></span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">- Act as the deal quarterback — assembling and directing the right mix of presales, solution management, consulting, and partner experts to build winning proposals for SAP's premium AI use cases</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Drive proposal quality and strategic narrative for marquee accounts, ensuring alignment between customer priorities and SAP's AI value proposition</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Coordinate across SAP's Business AI ecosystem to deliver integrated, high-impact responses to complex customer requirements</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Engage SAP's executive and partner network to accelerate deal closure on strategic AI opportunities</span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>Activating the Field and Building AI Revenue Culture</strong></span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">- Enable and activate regional sales teams through ongoing commercial coaching, office hours, and deal strategy sessions</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Lead quarterly business reviews and account planning with a sharp focus on AI pipeline growth and forecast accuracy</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Build and leverage a professional network in the market to generate pipeline and uncover new AI revenue opportunities</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Champion adoption of SAP's premium AI portfolio, ensuring sales teams can confidently position and close Business AI solutions</span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>What you bring:</strong></span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">- Proven track record of delivering pipeline and revenue targets in enterprise software sales, with direct accountability for forecast</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Strong understanding of AI in a business context — both technical concepts and commercial applications — with experience positioning AI solutions to large enterprises</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Experience orchestrating cross-functional teams (presales, solution management, consulting, partners) to execute complex, high-value deals</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Ability to design and structure strategic AI opportunities from early qualification through close, including executive business case development</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Familiarity with enterprise software sales cycles, CRM pipeline management, and AI commercial models</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Proven leadership in driving urgency and execution across matrixed organizations</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Professional network in the market capable of generating pipeline and influencing customer decisions</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Fluency in English; additional languages are an asset</span></div> <div><span style="font-family:arial, helvetica, sans-serif">- Bachelor's degree or equivalent required</span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif"><strong>Meet your team:</strong></span></div> <div> </div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">The AI GTM team is SAP's execution engine for Business AI revenue growth. We move fast, hold ourselves accountable to pipeline and forecast outcomes, and bring together the best of SAP's AI expertise to win in the market. We operate as deal architects and field activators — shaping the biggest AI opportunities while enabling the broader sales organization to compete and close with confidence.</span></div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">We are passionate about translating SAP's AI innovation into tangible customer outcomes and measurable business results. If you thrive in a role where ownership, execution, and impact are the measures of success, this is where you belong.</span></div> <div> </div> <div><span style="font-family:arial, helvetica, sans-serif">*Candidates will be required to work 3 days per week in office or client site per SAP's Pledge to Flex policy. Relocation benefits and visa sponsorship are not available for this role.*</span></div> <p><br><br></p><p style="margin-top:8.0px"> </p> <p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"><strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">Bring out your best</span></strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black"><br>SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best. <br><br></span><strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">We win with inclusion</span></strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black"><br>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 world.<br><br>SAP is committed to the values of Equal Employment Opportunity and provides 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: [email protected].<br><br>For SAP employees: Only permanent roles are eligible for the </span><span style="font-size:10.0pt;font-family:Arial, sans-serif"><a href="https://one.int.sap/me@sap/jobs_and_hiring/employee_referral/region/0000/lang/en">SAP Employee Referral Program</a><span style="color:black">, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.<br><br>Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.<br><br></span></span><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">Successful candidates might be required to undergo a background verification with an external vendor.</span></p> <p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"> </p> <p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"><strong><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">AI Usage in the Recruitment Process</span></strong></p> <p style="margin:0.0in;font-size:12.0pt;font-family:Aptos, sans-serif"><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">For information on the responsible use of AI in our recruitment process, please refer to our </span><span style="font-size:10.0pt;font-family:Arial, sans-serif"><a href="https://jobs.sap.com/content/Ethical_usage_of_AI_in_the_recruiting_process/?locale=en_US">Guidelines for Ethical Usage of AI in the Recruiting Process</a></span><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">. </span></p> <p style="margin-top:8.0px"><span style="font-family:arial, helvetica, sans-serif;font-size:10.0pt"><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black">Please note that any violation of these guidelines may result in disqualification from the hiring process.</span><span style="font-size:10.0pt;font-family:Arial, sans-serif;color:black"><br><br>Requisition ID: 456846 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid<br><br><br></span></span></p>