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About SAP Digital

SAP’s digital organization focuses on delivering customer experiences that are fast, scalable, and tailored to each customer. The team supports the Customer Success area with services and methods across the customer journey, helping win new customers and drive product adoption and expansion. The company emphasizes collaboration, continuous development, inclusion, and wellbeing.

Role Overview

As a Sales Development Manager, you will lead a team responsible for generating and nurturing demand across SAP’s Cloud ERP and Line-of-Business footprint for both net-new name accounts and the existing install base. The team works closely with SAP and partner resources, as well as customers, to build a strong pipeline and convert opportunities into revenue.

Key Objectives

Create a high-quality sales pipeline with strong conversion into bookings for the assigned business segment.
Grow and develop Sales Development Executives into future Account Executives.
Use data-led decision-making to improve demand generation and ensure disciplined business process execution.

Responsibilities

You will manage people, territory execution, pipeline health, and demand-generation activities while aligning with broader sales and marketing priorities.

Communicate SAP’s sales and marketing strategy to internal and external stakeholders.
Identify the most important regional, industry, and solution-focused opportunities within the inside sales route-to-market.
Prioritize growth areas based on market potential and build practical implementation plans that reflect local and regional business needs.
Work with field sales, marketing, digital hub leaders, sales operations, channel teams, and other stakeholders to run lead generation, demand generation, and deal execution processes.
Own territory coverage and execution, including quota, revenue forecasting, top-deal reviews, and net-new name performance.
Improve inside sales performance by adapting to regional and local market conditions.
Recruit, develop, and manage Sales Development Executives and assign appropriate territories and focus areas.
Track and deliver key sales KPIs such as quota, budget, channel mix, and target-account coverage.
Manage the team’s pipeline to support inside sales targets and performance goals.
Drive sales execution toward business targets and support major deals that require senior leadership involvement.
Encourage partner participation in sales cycles to support indirect revenue and profitability goals.
Align sales activity with marketing and solution initiatives to maintain an integrated go-to-market approach.
Monitor execution closely, spot risks early, and put corrective actions in place when needed.
Design and review demand-generation activities with regional leadership and peer demand-management functions.
Review pipeline movement regularly and share revenue forecasts with relevant stakeholders.
Define and review sales territories and account allocation, making adjustments as coverage needs change.
Schedule regular business reviews and forecast calls.
Build and maintain strong relationships with strategic customers, partners, and senior executives.
Support rollout of programs and offerings through internal teams, partners, and marketing events.
Measure program effectiveness and improve actions to support growth goals.
Assist with complex or high-value opportunities that need seniority, industry depth, or strategic input.
Escalate and resolve internal issues that require management attention.
Ensure customer needs are translated into improvements in solutions, processes, systems, and tools.
Lead training and coaching to strengthen expertise, employee satisfaction, and sales readiness.
Drive operational and cultural change to improve team effectiveness and morale.
Participate in hiring and evaluation of new team members as coverage needs evolve.
Motivate the team, promote innovative coverage strategies, and manage overall productivity.
Provide people-management support to direct reports and the wider team through coaching, recognition, feedback, and performance improvement.

Requirements

At least 15 years of experience in demand generation or inside sales.
Prior exposure to digital or remote selling environments is preferred, especially in high-volume, customer-facing, phone-heavy roles.
Experience working in fast-paced environments with frequent phone usage and CRM or contact management tools.
Education or training in people management, human resources, coaching, or a related discipline.
Passion for leading teams, plus at least 1 year of prior experience leading people as a team lead or manager in hybrid or remote settings.
Strong command of English.
Master’s degree or equivalent business experience.

Additional Information

Requisition ID: 450721.
Work area: Sales.
Expected travel: 0–10%.
Career status: Management.
Employment type: Regular full time.
Location: Bengaluru, Karnataka, India.

Equal Opportunity and Hiring Notes

SAP provides equal employment opportunity and accessibility support for candidates who need accommodations because of a physical or mental disability. Applicants needing help with the application process may contact the Recruiting Operations Team at Careers@sap.com. Hiring decisions are made without discrimination based on age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, veteran status, or disability, in line with applicable laws.

Selected candidates may need to complete background verification through an external provider.

Applicants are expected to follow SAP’s responsible AI guidelines during the recruitment process; violations of those guidelines can lead to removal from consideration.

Team Culture

The team values inclusion, wellbeing, flexible working, collaboration, and continuous development. SAP’s culture emphasizes building connections, respecting differences, and supporting people to perform at their best.

Sales Development Manager