SAP
Overview
Job Title: Go-to-Market (GTM) Lead – SAP BTP Cross Location: SAP Office, Newport Beach, California Role Summary: We are seeking a dynamic and strategic Sales GTM Lead to drive the adoption and growth of SAP Business Technology Platform (BTP) within the Corporate customer segment. This role is pivotal in shaping and executing the go-to-market strategy for SAP BTP in the Corporate segment, with a strong emphasis on scale, partner ecosystem engagement, and Platform-as-a-Service (PaaS) innovation. You will lead go-to-market and execution strategy across key sub-solutions within SAP BTP (e.g. Integration Suite, Build, Custom AI, Data Management, Automation). This role balances market-facing execution with internal product alignment to ensure each sub-solution grows impactfully and supports the broader platform strategy.
Responsibilities
LoB Engagement & Alignment: Build trusted relationships with LoB leaders and product teams to embed BTP capabilities into solution roadmaps, value propositions, and GTM motions.
Platform Advocacy: Evangelize the strategic role of BTP as the unifying layer for data, integration, extensibility, and analytics across SAP’s portfolio.
Sales Enablement: Partner with LoBs to develop sales plays, messaging, and enablement assets that position BTP as a value multiplier within their respective domains.
Internal Influence: Navigate complex organizational structures to align priorities, secure buy-in, and drive cross-functional collaboration.
Representation & Collaboration: Act as the voice of BTP within LoB forums, steering committees, and strategic initiatives—ensuring consistent representation and advocacy.
Adoption Acceleration: Identify and activate high-impact use cases, reference architectures, and customer success stories that showcase BTP’s value across LoBs.
Ability to hit all relevant KPIs (bookings, revenue, pipeline, win-rates, churn, adoption, etc.).
Take accountability for pipeline: work on pipeline with the same level of intensity and focus as the bookings number. Structure the GtM strategy, define the demand and sales players, and collaborate with sales, marketing, partnerships, CSM and digital hubs to boost pipeline. This includes defining and managing Industry Led Motions, foster cross sell of AI & BDC and end to end processes across Cloud ERP (across your own LoB).
Adoption: Key focus on long-term ARR growth over upfront bookings and work well together with CS&D. Ensure clients become strong advocates for SAP.
Elevate the customer experience: product knowledge with CxO insights (Why SAP: Business Suite, AI, value selling, specific business outcomes), demo that excites, embody E2E Business Suite Thinking: leverage all the Suite can offer to improve LoB performance.
Know your clients, prospects, partners and competitors: personal involvement at CXO level at customers. Also, know the competitive landscape, and each and every competitor in those large deals (their positioning, sales approach against SAP, strengths, weaknesses, USPs, etc.). Build strong relationships and sales motions with the alliance/partner ecosystem, find new avenues to expand our GtM and win together.
Deliver executive-level insights and dashboards for solution health and market traction, Define and monitor execution plans across regions, identifying friction points and removing barriers to scale.
Compensation & Benefits Compensation Range Transparency : SAP believes the value of pay transparency contributes towards an honest and supportive culture. The targeted combined range for this position is 194,100 - 411,600 USD. The actual amount offered will depend on factors including education, skills, experience, scope of the role, location, and performance. Any variable incentive includes a targeted dollar amount and actual payout depends on company and personal performance. For a summary of SAP benefits and eligibility requirements, see: SAP North America Benefits.
Equal Opportunity & AI Ethics SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities. For accommodation requests, please contact Recruiting Operations Team: Careers@sap.com. For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Violation of guidelines may result in disqualification from the hiring process.
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Job Title: Go-to-Market (GTM) Lead – SAP BTP Cross Location: SAP Office, Newport Beach, California Role Summary: We are seeking a dynamic and strategic Sales GTM Lead to drive the adoption and growth of SAP Business Technology Platform (BTP) within the Corporate customer segment. This role is pivotal in shaping and executing the go-to-market strategy for SAP BTP in the Corporate segment, with a strong emphasis on scale, partner ecosystem engagement, and Platform-as-a-Service (PaaS) innovation. You will lead go-to-market and execution strategy across key sub-solutions within SAP BTP (e.g. Integration Suite, Build, Custom AI, Data Management, Automation). This role balances market-facing execution with internal product alignment to ensure each sub-solution grows impactfully and supports the broader platform strategy.
Responsibilities
LoB Engagement & Alignment: Build trusted relationships with LoB leaders and product teams to embed BTP capabilities into solution roadmaps, value propositions, and GTM motions.
Platform Advocacy: Evangelize the strategic role of BTP as the unifying layer for data, integration, extensibility, and analytics across SAP’s portfolio.
Sales Enablement: Partner with LoBs to develop sales plays, messaging, and enablement assets that position BTP as a value multiplier within their respective domains.
Internal Influence: Navigate complex organizational structures to align priorities, secure buy-in, and drive cross-functional collaboration.
Representation & Collaboration: Act as the voice of BTP within LoB forums, steering committees, and strategic initiatives—ensuring consistent representation and advocacy.
Adoption Acceleration: Identify and activate high-impact use cases, reference architectures, and customer success stories that showcase BTP’s value across LoBs.
Ability to hit all relevant KPIs (bookings, revenue, pipeline, win-rates, churn, adoption, etc.).
Take accountability for pipeline: work on pipeline with the same level of intensity and focus as the bookings number. Structure the GtM strategy, define the demand and sales players, and collaborate with sales, marketing, partnerships, CSM and digital hubs to boost pipeline. This includes defining and managing Industry Led Motions, foster cross sell of AI & BDC and end to end processes across Cloud ERP (across your own LoB).
Adoption: Key focus on long-term ARR growth over upfront bookings and work well together with CS&D. Ensure clients become strong advocates for SAP.
Elevate the customer experience: product knowledge with CxO insights (Why SAP: Business Suite, AI, value selling, specific business outcomes), demo that excites, embody E2E Business Suite Thinking: leverage all the Suite can offer to improve LoB performance.
Know your clients, prospects, partners and competitors: personal involvement at CXO level at customers. Also, know the competitive landscape, and each and every competitor in those large deals (their positioning, sales approach against SAP, strengths, weaknesses, USPs, etc.). Build strong relationships and sales motions with the alliance/partner ecosystem, find new avenues to expand our GtM and win together.
Deliver executive-level insights and dashboards for solution health and market traction, Define and monitor execution plans across regions, identifying friction points and removing barriers to scale.
Compensation & Benefits Compensation Range Transparency : SAP believes the value of pay transparency contributes towards an honest and supportive culture. The targeted combined range for this position is 194,100 - 411,600 USD. The actual amount offered will depend on factors including education, skills, experience, scope of the role, location, and performance. Any variable incentive includes a targeted dollar amount and actual payout depends on company and personal performance. For a summary of SAP benefits and eligibility requirements, see: SAP North America Benefits.
Equal Opportunity & AI Ethics SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities. For accommodation requests, please contact Recruiting Operations Team: Careers@sap.com. For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Violation of guidelines may result in disqualification from the hiring process.
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