Chief Marketing Officer (CMO) of Customer Experience (CX) - SAP
Palo Alto, CA
About the Job
We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
The CX CMO will oversee the marketing efforts for the CX suite of products. In this role, they will be responsible for developing the product messaging and positioning plan, building and streamlining pricing and packaging, increasing brand awareness, and creating sales enablement plans. Reporting to the Chief Product Officer (CPO), the CMO must have prior experience as a product marketing executive, understand the competitive Customer Relationship Management (CRM)/CX and Software-as-a-Service (SaaS) landscape, and be able to partner in developing compelling go-to-market strategies. Working closely with sales, product, strategy, corporate and field marketing, and other executive stakeholders they will ensure the CX marketing initiatives align with SAPs objectives and contribute to revenue growth.
What you will do:
Marketing Strategy and Competitive Insights
+ Work with the Chief Product Officer (CPO) and Chief Revenue Officer (CRO) to define the solution area marketing strategy grounded in market insights from customers, competition, and industry analysts
+ Own market & competitive insights and aggregation of voice of customer, including customer advisory council and user group sponsorship
+ Provide aggregated insights on market, new industry trends and customer needs to CPO
+ Ensures that all touch points in the customer journey align with & reinforce the value proposition
Product Marketing
+ Build a differentiated value proposition and compelling marketing messaging for all target audiences and drive business development with new compelling solution bundles
+ Develop and refine the product positioning and messaging to ensure differentiation in the market
+ Own solution area specific commercial terms (pricing and licensing), packaging (solution bundles) and promotion strategy (i.e., LEPs)
+ Own all solution area marketing content and ensure consistent messaging across all channels
+ Consult CRO on definition of guidelines for sales bag structure and sales plays to support the solution area growth plan
+ Support Marketings digital transformation incl. SAP.com, marketing systems, skills
+ Own digital store assets for the solution area
+ Ensure that marketing plans help in amplifying customer success and product plans
Demand Generation and Customer Acquisition
+ Define solution area marketing mix and investment to meet demand generation for consumption and renewal goals
+ Ensure compelling customer success stories and references with demonstrated business value
+ Partner with marketing discipline leads to execute demand generation across channels (digital, social, events), and attain marketing leads KPIs
+ Collaborate with digital marketing, content marketing, and sales teams to build effective lead generation and nurturing programs.
+ Develop strategies for optimizing customer acquisition and retention through targeted campaigns, content, and partnerships.
Sales Enablement
+ Work with the sales team to develop and deliver sales enablement materials, competitive analysis, and objection-handling tools.
+ Own Solution Area specific enablement of regional sales (pre- and post-sales) and partner sales (e.g. training, certifications)
+ Work with global demo teams to help them in creating compelling product demos for various buying centers and personas
+ Train the sales team on product features, messaging, and competitive differentiators to ensure consistent and effective communication with prospects.
+ Work closely with sales leadership to address feedback and adapt marketing efforts to better support the sales team
What you will bring:
+ Proven track record of developing and executing successful marketing strategies for complex software products, preferably CRM/CX solutions. Prior experience as a CMO or S/VP of product marketing in a software technology company is a must.
+ Excellent understanding of the CRM/CX product landscape, customer needs, and competitive landscape
+ 15 years experience in product marketing, product management, or a similar discipline and 10 years experience in managing product marketing teams
+ Experience in driving growth strategies, defining commercial terms, and marketing plans for cloud products
+ Excellent storyteller and proven ability to translate product features into compelling value propositions and marketing messages at global and regional levels
+ Strong understanding of SaaS business models, customer acquisition strategies, and the customer lifecycle.
+ Excellent leadership and communication skills. Ability to influence without authority and drive clarity and alignment across a large set of stakeholders
+ Data-driven mindset with experience in using analytics and KPIs to measure marketing effectiveness and make decisions.
+ Experience with modern marketing channels spanning digital, social, virtual events, etc.
+ Experience working closely with product management, engineering, and sales leaders
+ Fluent in English, any other language an asset.
Bring out your best
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
SAPs 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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 360700 - 613200(USD) USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 407648| Work Area:Marketing| Expected Travel: 0 - 10%| Career Status: Executive| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
The CX CMO will oversee the marketing efforts for the CX suite of products. In this role, they will be responsible for developing the product messaging and positioning plan, building and streamlining pricing and packaging, increasing brand awareness, and creating sales enablement plans. Reporting to the Chief Product Officer (CPO), the CMO must have prior experience as a product marketing executive, understand the competitive Customer Relationship Management (CRM)/CX and Software-as-a-Service (SaaS) landscape, and be able to partner in developing compelling go-to-market strategies. Working closely with sales, product, strategy, corporate and field marketing, and other executive stakeholders they will ensure the CX marketing initiatives align with SAPs objectives and contribute to revenue growth.
What you will do:
Marketing Strategy and Competitive Insights
+ Work with the Chief Product Officer (CPO) and Chief Revenue Officer (CRO) to define the solution area marketing strategy grounded in market insights from customers, competition, and industry analysts
+ Own market & competitive insights and aggregation of voice of customer, including customer advisory council and user group sponsorship
+ Provide aggregated insights on market, new industry trends and customer needs to CPO
+ Ensures that all touch points in the customer journey align with & reinforce the value proposition
Product Marketing
+ Build a differentiated value proposition and compelling marketing messaging for all target audiences and drive business development with new compelling solution bundles
+ Develop and refine the product positioning and messaging to ensure differentiation in the market
+ Own solution area specific commercial terms (pricing and licensing), packaging (solution bundles) and promotion strategy (i.e., LEPs)
+ Own all solution area marketing content and ensure consistent messaging across all channels
+ Consult CRO on definition of guidelines for sales bag structure and sales plays to support the solution area growth plan
+ Support Marketings digital transformation incl. SAP.com, marketing systems, skills
+ Own digital store assets for the solution area
+ Ensure that marketing plans help in amplifying customer success and product plans
Demand Generation and Customer Acquisition
+ Define solution area marketing mix and investment to meet demand generation for consumption and renewal goals
+ Ensure compelling customer success stories and references with demonstrated business value
+ Partner with marketing discipline leads to execute demand generation across channels (digital, social, events), and attain marketing leads KPIs
+ Collaborate with digital marketing, content marketing, and sales teams to build effective lead generation and nurturing programs.
+ Develop strategies for optimizing customer acquisition and retention through targeted campaigns, content, and partnerships.
Sales Enablement
+ Work with the sales team to develop and deliver sales enablement materials, competitive analysis, and objection-handling tools.
+ Own Solution Area specific enablement of regional sales (pre- and post-sales) and partner sales (e.g. training, certifications)
+ Work with global demo teams to help them in creating compelling product demos for various buying centers and personas
+ Train the sales team on product features, messaging, and competitive differentiators to ensure consistent and effective communication with prospects.
+ Work closely with sales leadership to address feedback and adapt marketing efforts to better support the sales team
What you will bring:
+ Proven track record of developing and executing successful marketing strategies for complex software products, preferably CRM/CX solutions. Prior experience as a CMO or S/VP of product marketing in a software technology company is a must.
+ Excellent understanding of the CRM/CX product landscape, customer needs, and competitive landscape
+ 15 years experience in product marketing, product management, or a similar discipline and 10 years experience in managing product marketing teams
+ Experience in driving growth strategies, defining commercial terms, and marketing plans for cloud products
+ Excellent storyteller and proven ability to translate product features into compelling value propositions and marketing messages at global and regional levels
+ Strong understanding of SaaS business models, customer acquisition strategies, and the customer lifecycle.
+ Excellent leadership and communication skills. Ability to influence without authority and drive clarity and alignment across a large set of stakeholders
+ Data-driven mindset with experience in using analytics and KPIs to measure marketing effectiveness and make decisions.
+ Experience with modern marketing channels spanning digital, social, virtual events, etc.
+ Experience working closely with product management, engineering, and sales leaders
+ Fluent in English, any other language an asset.
Bring out your best
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
SAPs 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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 360700 - 613200(USD) USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 407648| Work Area:Marketing| Expected Travel: 0 - 10%| Career Status: Executive| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
Source : SAP
