As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
PURPOSE & OBJECTIVE
The Director, Analyst Relations is focused on developing highly engaged and successful relationships with industry analysts covering SAP SuccessFactors solution areas globally. As the leader managing the SAP SuccessFactors Analyst Relations program, this role is essential to ensuring effective strategy and execution of AR activities, meetings, events, and research participation that optimize our analyst rankings and competitive market standing. This role reports to the VP, Global Customer Intelligence & Insight in the office of the SAP SuccessFactors COO.
The Director, Analyst Relations is the point person managing strategy, planning and effective execution of the SAP SuccessFactors AR program globally. This requires proactive engagement with the analyst community as well as internal stakeholders including the SAP SuccessFactors senior leadership team, solution marketing, product management and the customer reference team. Core responsibilities include overseeing, orchestrating and ensuring effective delivery of specific analyst engagements and activities for all related industry analyst firms including: briefings, inquiries, strategy days, analyst tracks at major events, the annual analyst summit, and participation in analyst research reports and peer rating programs.
Success in this role will produce thriving relationships with the industry analyst ecosystem and positive coverage in analyst communications and reports that serve as a competitive differentiator for SAP SuccessFactors in the HCM software market.
EXPECTATIONS AND TASKS
Manage analyst firm relationships including contracting and act as the point person orchestrating all engagement with industry analyst firms including: Gartner, Forrester, IDC, Constellation Research, Nucleus Research and more
Develop and maintain strong relationships with key analysts and ensure we are leveraging relationships effectively to not just brief analysts but also work with them proactively to gain strategic input to business decisions
Develop annual plan for Analyst Relations by engaging core internal stakeholders to inform the plan for success and to ensure cross-organizational commitment to execution
Develop metrics for program success, track and report on progress
Build and maintain strong cross-organizational relationships with key contributing teams such as: solution marketing, product team, customer references and the events team to ensure AR program runs smoothly and contributors are well informed regarding requirements and deadlines to achieve successful delivery
Work with senior leadership team and their offices to ensure their preferences for rules of engagement with analysts are understood and delivered upon so they can positively leverage AR investments and relationships to inform their business decisions
Oversee successful participation in major analyst research reports and peer rating efforts including Gartner Magic Quadrant, Gartner Peer Insights, the Forrester Wave and more to optimize SAP SuccessFactors presence and ratings
Manage and ensure success of milestone AR events and activities including the annual analyst summit, the analyst track at major events, strategy days, and more
Manage and ensure successful delivery of ongoing meetings and communications with analysts such as: inquiries, briefings, quarterly briefings, etc.
Contribute to developing this team as a hub for strategic insight to inform our business—by sharing key insights learned effectively through internal communications and by orchestrating message testing and other inquiries with analysts as useful to inform key stakeholder decisions
Develop strong partnership with the marketing, communications and sales enablement teams to ensure good news from analyst reports and ratings are promoted effectively in the market
REQUIREMENTS
10+ years professional business experience including at least 5 years managing Analyst Relations for a related industry; international business experience preferred—particularly with proven success working with analysts in Europe as well as North America
Experience in program planning and / or evaluating new business development opportunities
3+ years of work experience in the Cloud B2B environment; experience working in the HCM space preferred
Proven success developing strong analyst relationships and delivering winning placement in analyst ratings and communications
Working understanding of SAP, its products and solutions, partners, markets and competition; knowledge of HCM market and key related analysts preferred
Strong knowledge of best business practices and ability to structure and manage effective analyst engagements
Ability to work strategically to develop networks and plans that positively progress complex relationships and deliver target outcomes while also maintaining strong program management and attention to detail to ensure effective tracking and support of AR program and activities
Extreme customer focus and commitment to deliver value and results for SAP’s business
Proven ability to build senior executive relationships, handle senior spokesperson preparations, and create engaging senior executive and analyst experiences
Bachelor’s degree in Business Administration, Computer Science or related discipline required from an accredited university. MBA or advanced degree in related discipline preferred.
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