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

Overview

We help the world run better. 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.

Role Title and Location

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

Location : SAP Office, Newport Beach, California

Role Summary

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 & Responsibilities

• 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.).
• Pipeline Ownership : Structure the GTM strategy, define the demand and sales play, and collaborate with sales, marketing, partnerships, CSM and digital hubs to boost pipeline. Manage Industry Led Motions and foster cross-sell of AI & BDC with end-to-end processes across Cloud ERP for your LoB.
• Adoption : Focus on long-term ARR growth over upfront bookings and collaborate with CS&D to ensure clients become strong SAP advocates.
• Customer Experience : Demonstrate product knowledge with CXO insights, deliver compelling demos, and apply end-to-end Business Suite thinking to improve LoB performance.
• Client & Competitive Knowledge : Engage CXO-level stakeholders, understand the competitive landscape, and build strong relationships with the alliance / partner ecosystem to expand GtM and co-win opportunities.
• Executive Insights : Deliver dashboards for solution health and market traction, and monitor execution plans across regions to remove barriers to scale.

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 ERP software, SAP has evolved to become a market leader in end-to-end business applications, analytics, AI, and experience management. As a cloud company with a large global footprint, we are purpose-driven and future-focused, with a collaborative team ethos and focus on personal development. 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. We believe we are stronger by the unique capabilities each person brings, and we invest to help everyone realize their full potential and unlock all talent.

Equal Employment Opportunity

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and / or mental disabilities. If you need accommodation or assistance navigating our website or completing your application, please email Recruiting Operations Team : Careers@sap.com.

Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Transparency

SAP believes pay transparency is important and provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the role. The targeted combined range for this position is 194,100 - 411,600 USD. Actual offers depend on education, skills, experience, scope of the role, location, and other factors. Any variable incentive is aligned to company and personal performance. For a summary of SAP benefits and eligibility requirements, please reference SAP North America Benefits.

Note : Any violation of guidelines may result in disqualification from the hiring process.

Requisition ID : 437753 | Work Area : Sales Support | Expected Travel : 0 - 30% | Career Status : Professional | Employment Type : Regular Full Time | Additional Locations : #LI-Hybrid

Nearest Major Market : Orange County | Nearest Secondary Market : Los Angeles

Job Segment : SAP, ERP, Cloud, Sales Support, Data Management, Technology, Sales, Data

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