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SAP Greater China Market Development Manager in Shanghai, China

Requisition ID: 278901

Work Area: Sales

Expected Travel: 0 - 10%

Career Status: Professional

Employment Type: Regular Full Time


SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Job Summary

SAP ® Concur ® is the world’s leading brand for integrated travel, expense, and invoice management solutions, driven by a relentless pursuit to simplify and automate these everyday processes. The highly rated SAP Concur mobile app guides employees through business trips, charges are directly populated into expense reports, and invoice approvals are automated.

The Greater China Market Development Manager is responsible for leading the lead generation and pipeline building of Greater China markets and supporting the marketing and sales teams in generating pipeline in the Enterprise market. This includes qualification of all inbound and outbound leads via the digital, social, web, phone, email, marketing events and campaigns. The Market Development Manager is also responsible for assigning related market development representatives in marketing event support and proactive outbound call programs with sales team. The Market Development reps reports directly to the Greater China Marketing Director.

Key Responsibilities:

  • Develop and manage annual pipeline building plan to ensure the healthy pipeline for sustainable revenue growth and successful attainment of demand generation targets

  • Partner with marketing and sales leadership to implement demand generation initiatives and pipeline acceleration programs, ensure strong internal collaboration to deliver results

  • Collaborate with regional and Greater China marketing and sales operations teams for lead management, pipeline performance tracking and generate regular reports to review

  • Maintain strong relationship with sales team through agreeing on goal settings, achieve quarterly lead and pipeline generation goals as set by marketing & sales management

  • Forecast, measure, analyze and report on the impact of marketing campaigns on pipeline building on weekly, monthly and quarterly basis

  • Lead team to proactively call into accounts on targeted lists by utilizing and maintaining customer database, qualify inbound and outbound leads on regular basis

  • Participate in the sales cycle through working with sales leaders to build relationships with decision makers of prospects, identifying project needs and conducting needs analysis

  • Enhance team members capabilities to overcome objections and effectively convey SAP Concur value propositions to decision makers of customers and prospects

  • Ensure the team keep extensive knowledge on all SAP Concur product offerings by organizing team’s participation in product demos, trainings and marketing events

  • Ensure team members stay current on industry trends and actively participate in the innovation of new techniques and strategies for securing new accounts

  • Occasional travel within mainland China, Hong Kong or Taiwan is required

Education, Qualification & Experience Required:

  • Full-time university degree in Marketing, business, communications or related disciplines, MBA or master’s degree is a plus

  • At least 8 years related experiences in B2B industry, preferably with multinational companies operating in Greater China

  • Sound experiences with customer service, inbound and outbound lead management, telemarketing or market development programs

  • Strong experiences of managing team and executing successful demand generation programs to drive pipeline and deliver business opportunities

  • Displays passion for & responsibility to the customer and leadership through innovation in everything we do with a relentless commitment to win

  • Solid experiences with IT, Hi-tech or Internet industry, preferably with experiences of Cloud/SaaS business solutions

  • Strong experience working with CRM (, marketing automation (Marketo) and other performance tracking tools is preferable

Job Specific Specialized Knowledge & Skills

  • Highly motivated individual who thrives in a fast-paced team environment and is readily adaptable to changing market dynamics

  • Strong communication and influential skills and ability to work with diverse personalities

  • Self-starter who is committed to the job and seeks empowerment and accountability with positive and can-do attitude

  • Strong knowledge of B2B sales cycle and how to identify opportunities to maximize demand creation, pipeline generation and opportunity acceleration

  • Sound analytical skills and experiences, comfortable with working with large amount of data for regular business reporting

  • Must be proficient with product knowledge and ability to quickly build extensive knowledge of SAP Concur’s product offerings and that of competitors

  • Excellent verbal communication skills, able to work diligently to meet marketing and sales driven deadlines


Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now .


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 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: ).

Successful candidates might be required to undergo a background verification with an external vendor.

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