Go - to - market (GTM) Lead - SAP BTP Cross

Go-to-Market (GTM) Lead – SAP BTP Cross

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.

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

Expectations BTP GTM Leader – Cross LoB:

• 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 (new level of demo experience - not feature function), 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. Lastly, build strong relationships and sales motions with the alliance/partner eco-system, 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

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. We win with inclusion 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. 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: Careers@sap.com.