Senior GTM Planning Manager EMEA (f/m/d)

About SAP LeanIX and SAP Signavio
SAP LeanIX empowers organizations to navigate and drive continuous transformation through its leading platform for Enterprise Architecture Management. Supporting over 1,200 global customers, our solutions enable businesses to efficiently organize, plan, and manage their IT landscapes.

To further our growth, we are seeking an exceptional Senior GTM Planning Manager, EMEA to own and drive the strategic Go-To-Market (GTM) planning function across SAP Signavio and SAP LeanIX. This high-impact role will shape the GTM strategy, optimize operational execution, and drive alignment across business units to accelerate our mission of enabling digital transformation.

This is a unique opportunity to lead a newly created team of 8-9 GTM planning professionals, formed through the integration of SAP Signavio and LeanIX. As a strategic and people-focused leader, you will bring clarity and alignment to a high-performing team, leveraging their expertise to create unified GTM strategies and support business objectives.

Your Role

As a key leader, you will oversee and evolve the entire GTM planning ecosystem, while managing and developing a diverse, cross-functional team. You will define the vision, execute critical initiatives, and serve as a trusted advisor to executive leadership. Your ability to inspire, guide, and empower your team will be critical in driving operational excellence and enabling sustainable growth.

What You Will Own

Strategic GTM Leadership

• Architect and lead the end-to-end GTM planning process, including strategic alignment, headcount and budget planning, territory design, account assignments, and quota allocation.
• Ensure alignment with SAP’s broader organizational strategy, driving consistent execution across all functional areas.
• Leverage market insights and internal data to refine and adapt GTM strategies for maximum impact.

Team Leadership & People Management

• Directly manage, coach, and mentor a team of 8-9 GTM planning professionals, fostering a collaborative and high-performance culture.
• Set clear objectives and performance expectations, while empowering team members to take ownership of their responsibilities.
• Provide ongoing feedback and career development opportunities to ensure your team is engaged, motivated, and equipped to achieve their goals.

Operational Excellence

• Develop and implement scalable, best-in-class operational frameworks to support forecasting, planning, and resource allocation.
• Drive consistency in sales processes, methodologies, and quota management to ensure executional rigor and operational efficiency.
• Continuously assess and enhance processes to support the organization’s agility in dynamic markets.

Budget & Resource Optimization

• Manage comprehensive planning and allocation for headcount and non-headcount budgets (e.g., Marketing, Training).
• Ensure optimal utilization of resources to achieve GTM objectives and business growth while maintaining financial discipline.

Change Leadership & Agility

• Lead the in-year change process, including adjustments to headcount and reallocation of budgets, ensuring responsiveness to evolving market conditions.
• Foster a culture of continuous improvement, identifying and implementing innovative solutions to drive efficiency and effectiveness.

Stakeholder Engagement & Influence

• Act as a trusted advisor to senior executives, providing strategic insights and recommendations based on robust data analysis.
• Collaborate cross-functionally with Sales, Marketing, Finance, and other teams to ensure alignment and drive strategic priorities.
• Present key findings and actionable insights to senior leadership and global stakeholders to inform critical decisions.

What We Are Looking For

Qualifications

• Educational Background: Bachelor’s degree in Finance, Business Administration, or a related field. An MBA or equivalent advanced degree is highly preferred.
• Experience: Minimum of 10+ years in strategic planning, GTM operations, or sales strategy roles, ideally within the software or technology sector. Proven experience managing and developing teams of similar size is essential.
• SAP Knowledge: Previous experience within SAP, particularly in sales operations or GTM functions, is highly valued.
• Sales Operations Expertise: Deep understanding of GTM planning, forecasting, sales systems, quota management, and compensation strategies.

Core Competencies

• Strategic Vision: Ability to translate complex data into actionable strategies, aligning short-term objectives with long-term goals.
• Leadership Excellence: Demonstrated success in building, inspiring, and leading teams, while fostering accountability and collaboration.
• Analytical Rigor: Expertise in leveraging data-driven insights to inform decision-making and optimize operations.
• Communication Skills: Exceptional ability to present complex ideas clearly and persuasively to executive audiences.
• Agility: Comfortable managing multiple priorities in a fast-paced, evolving environment.
• Global Perspective: Experience working across diverse geographies and cultures, with a collaborative and inclusive mindset.

Preferred Skills

• Fluency in English is required; additional language proficiency is a plus.
• Experience driving transformation in a matrixed, global organization.