SAP SAP Digital- Head of Go To Market Job in Palo Alto, California

Requisition ID: 128402

Work Area: Sales Support

Expected Travel: 0 - 30%

Career Status: Executive

Employment Type: Regular Full Time

Career Level: T5

Recruiter Name: Linda Holcombe


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.

SAP Digital Commerce – Head of Go-To-Market


Digital transformation is fundamentally changing every industry. While this transformation is now pervasive for consumers — from songs and books to online purchases of cars — the business world also wants that same simplicity of digital consumption. To stay ahead of this disruption, SAP created a digital business unit that allows anyone to buy and use SAP and 3 rd -party offerings with minimal human interaction.

The Head of Go-To-Market for SAP Digital Commerce is accountable for all transactions / sales through SAP’s digital commerce services globally (200 countries and territories). There is a diverse portfolio of offerings, ranging from downloadable software to SaaS to education and data. Some offerings are mature with strong brands and digital presence, while others a newly-launched in categories not typically associated with SAP. Transactions occur through multiple – and expanding – number of channels, including a purpose-built eCommerce site (, through in-app transactions, and on third-party marketplaces (such as Amazon).

This leadership role works with multiple stakeholders across SAP Digital and SAP itself to improve customer acquisition, ensure customer success and provide actionable feedback for the portfolio. However, the primary measure of success is sales. This individual leads a team of 15 and reports to the Head of SAP Digital Commerce.

All members of SAP Digital build a culture of curiosity and persistence, are hands-on and hold themselves accountable to the team. We think exponentially with a mindset of abundance and are inclusive of other peoples’ opinions. We expect our candidates to embody these digital mindsets.


  • Accountable for all transactions and total bookings through SAP’s Digital commerce services

  • Develop, own and drive end-to-end Go-To-Market efforts for the entire digital commerce portfolio including software, data, and education

  • Plan campaigns, generate demand, and close sales (initial renewals, expansions) through no touch / low touch techniques

  • Drive product adoption for high customer satisfaction as measured by NPS, retention, and expansion rates

  • Oversee and optimize a multi-million Euro program spend

  • Articulate a deep understanding of customer, market dynamics and competition

  • Launch new offerings globally by interfacing with portfolio, development and global product teams

  • People Management of GTM team, currently organized by product offering and by digital channel

  • Provide actionable feedback to portfolio team to continuously enhance offerings

  • Produce and deliver executive level presentations, including end-to-end business reviews

  • Active member of Digital Leadership Team, helping the business unit accomplish its mission


  • MBA or equivalent required, education in digital commerce or related is a major plus

  • Demonstrated ability to set and meet sales objectives on a regular and repeatable basis

  • Successful history of managing teams distributed across time zone / countries

  • Experience in directly managing a P&L

  • Understanding of SAP Hybris is a major plus

  • Understanding of SCRUM and agile methodologies is a plus

  • Understanding of Design Thinking principles and methodology is a plus

  • Interest in startup culture, disruptive technologies and business models is a plus


  • 10 years of demonstrated expertise and success in sales with a focus in digital commerce or high volume SaaS

  • Global Business Development in both mature and emerging markets

  • Mastery of sales forecasting and sales operations

  • Opening international markets in a digital manner

  • Experience in developing and executing GTM strategy across different audiences, products, and countries

  • Data driven mindset, strong analytical capabilities

  • Experience in working in a highly matrixed organization is required

  • Proven success with growing and nurturing high-performing teams

  • Experience with intercultural teams distributed across multiple time zones is a plus


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.


Palo Alto, New York, Newtown Square, Walldorf


SAP Digital






Regular Full Time


Please note that SAP only accepts applications submitted via our online recruiting system. Individuals with disabilities who require a reasonable accommodation in the job application process should contact HR Direct (Americas:, APJ:, EMEA:



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: ). 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