SAP Head of Services Demand Generation - Cloud HCM, SuccessFactors (Boston) Job in Boston, Massachusetts

Requisition ID: 129020

Work Area: Consulting and Professional Services

Expected Travel: 0 - 20%

Career Status: Professional

Employment Type: Regular Full Time


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.

*Candidates can be located anywhere in North America*

Key Areas of Responsibility and Tasks

A critical strategic imperative for SAP is to become the digital platform of choice for our clients across major industries, by developing and executing long term strategic planning that fosters bi-directional value and client partnerships. Specific to Services Sales, a key priority is for Services to be the enabler of our customers’ digital journey with a focus on S4HANA, Cloud, IoT, and Big Data powered by Run Simple Engagements and PE.

The North American Services Line of Business CoE is responsible for orchestrating Marketing, Portfolio, Lead and Demand Generation in support of the North America’s Services growth targets. This team will work in full alignment with the License LoB CoE and specifically to our strategic growth areas of S/4 Hana, IoT, Cloud HCM, and CEC solutions. We focus on creating demand and increasing win rates for strategic solutions to SAP and SAP Services NA.

Key focus

Growth of Strategic Innovation areas including:

• Develop Tactics that Drive Pipeline in Strategic Areas

• Develop and Enhance Supporting Sales Plays

• Help Drive Marketing Generated Leads into Opportunities

• Support Customer Facing Marketing Events

• Liaison to Specialty License Sales

• Service Offering Development

• GSS Early Adoption Workforce Planning

• Collaboration with License CoE

• Joint GTM with Solution Sales teams (Hana, Analytics, eSCM (IoT))

• Lead MU Specific Campaigns/Tactics for Strategic Products/Solutions

• Provide Demand Generation Best Practices

• Adoption of F4S Demand Management Processes

• Integration with License Field Marketing

There is a heavy focus to ensure that the sales motion and messaging are set in alignment with the strategic value proposition of SAP Services that required sales assets exist, and are leveraged effectively by the Sales Executive.

The Services LoB CoE Head for Cloud HCM is responsible for executing the above actions hyper focused on the growth of our Cloud HCM portfolios in total alignment with our North American and Global GTM strategy and the Digital Engagement Framework. The CoE Head of Cloud HCM has a number of primary internal customers, all of which are at a management or executive level. The person will also need to, at times, engage directly with the quota carrier and/or the external customer as it relates to specific business development efforts. Every CoE Solution Head is aligned to a strategic Line of Service (LoS) and a North American Market Unit (MU). Currently, the strategic LoS supported are S4/Hana, Analytics, Internet of Things (IoT), Cloud HCM, and CEC/C4C. The CoE Solution Head serves as the primary demand generation champion and evangelist for their LoS which is national in scope. Rollout and execution of LoS demand campaigns are done at the MU level.

This position will be aligned to the strategic area of Cloud HCM (SuccessFactors) .

The Demand Generation Specialist, Cloud HCM will be required to do the following at a minimum:


  • Set the NA go-to-market (GTM) Services strategy for Cloud HCM, aligning with License Sales, Marketing, Product Development, and Cloud HCM LoB.

  • Thought leader / Evangelist for Digital Transformation/Cloud HCM.

  • Represent Cloud HCM solutions and services at customer facing demand generation events (ASUG, Sapphire, Industry Forums, etc.).

  • Design, develop, and execute Services demand generation programs for Cloud HCM.

  • Collaborate with License teams and License Field Marketing to incorporate Services value within License driven sales campaigns.

  • Lead a cross functional team with the objective of aligning multiple Cloud HCM initiatives into a comprehensive License/Services go-to-market plan.

  • Ensure all Cloud HCM demand generation efforts have a clear and value-transparent path to S/4.

  • Drive a Value Discovery approach into all Cloud HCM assets.

  • Work with MU/LoS Sales Leadership on a regular basis to develop a quarterly Demand Plan, and execute upon that plan.

  • Develop new Cloud HCM sales plays and maintain/update existing plays in conjunction with License and Global DBS Demand Generation teams

  • Devise creative new ways for Services Sales to deliver value messages and identify, and enable, SAMs on leveraging new and existing channels


  • Lead management / Opportunity management

  • Data mining – target list creation

  • Capture Cloud HCM Demand Generation “Best Practices” and publish nationally

  • Support and ensure alignment to the Franchise for Success tools, methods, and practices and enable sales teams as required.

Experience & Language Requirements

  • 5 years of business experience in sales or consulting with complex business software / IT solutions

  • 4 years of industry experience

  • 4 years of solution experience

  • Implementation experience with demonstrated ability to manage teams. Team Lead/Project Manager experience preferred.

  • Consultative Sales experience

  • C-Level “Trusted Advisor” experience with customers

  • Strong knowledge of the complete SAP offering

  • Exceptional communication skills.

  • Business level English: fluent


  • Bachelor equivalent: yes

  • Master’s degree: optional

Career Paths

Potential Next Vertical Career Step:

  • Business Unit Manager

Guideline for Next Vertical Career Step:

  • Capacity to mentor

  • Ability to coach and teach

  • Capable of developing sophisticated business strategy selling tools and techniques

  • Demonstrated capability to operate in and lead cross-organizational and cross-functional sales & marketing management teams

  • Demonstrate leadership skills

  • Show financial and business acumen across LOBs

  • Demonstrate high-growth potential

Potential Next Cross-Functional Career Steps:

  • Services Manager

  • Sales Manager

  • Partner Management / Alliances

  • Manager in North America role


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: C at at ). Requests for reasonable accommodation will be considered on a case-by-case basis.

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.

Additional Locations: Virtual - USA