Sovereign Cloud AI GTM Lead (fmd)

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.

THE TEAM

At SAP, we are driving the future of enterprise AI and data management with an AI-first, Suite-first approach and the transformative power of Business Data Cloud. Our AI solutions empower organizations with intelligent automation, smarter decision-making, and personalized experiences, while Business Data Cloud seamlessly integrates applications, data, and AI to unlock real-time business insights without data extraction.

Our team, the Chief Revenue Office of SAP Data and AI is at the forefront of go-to-market strategy and execution, aligning with SAP’s vision to deliver cutting-edge solutions that put customers first. Join us in shaping the next generation of AI-driven enterprise transformation.

KEY RESPONSIBILITIES

The Sovereign Cloud AI GTM Lead owns the global go-to-market strategy and execution for SAP’s Sovereign AI offerings. This role sits at the intersection of alliances, sales, product, and engineering, ensuring SAP delivers compliant, differentiated AI solutions for regulated and sovereign environments.

• Partner closely with SAP Sovereign Cloud engineering teams and the strategy office to identify, develop, and manage relationships with key partner stakeholders
• Define alliance value propositions and co-create joint positioning and messaging with SAP Marketing and cross-functional teams
• Identify and activate joint global events to scale and deepen strategic partnerships

Joint Go-To-Market Execution

• Sales Plays: Develop and execute targeted Sovereign AI sales plays for regulated industries
• Co-Selling: Lead co-selling motions with Market Unit sales leadership and partner sales teams to pursue large-scale enterprise AI opportunities
• Market Sizing: Identify and assess addressable market potential to evaluate and prioritize new partnerships
• Targets & Incentives: Design and manage joint target lists and incentive programs; maintain visibility into key pursuits and partnership pipeline

Product & Customer Advocacy

• Serve as the voice of the sovereign customer, translating requirements such as data residency, air-gapping, and local model fine-tuning into actionable feedback for Product and Engineering

Thought Leadership & Field Enablement

• Educate and enable field teams on partnership offerings and positioning
• Provide input into pricing strategies to ensure product-market fit
• Build local champions and act as a liaison to key stakeholders to ensure consistent and compelling SAP Sovereign AI messaging
• Partner closely with the Business AI GTM Lead and enablement teams to articulate value and differentiation across SAP’s public cloud and sovereign AI portfolio

WHAT YOU’LL BRING TO THE TABLE

• 12+ years of experience working with cutting-edge technologies, with a proven record of building and managing complex partnerships
• Strong understanding of jurisdictional control and legal access frameworks (e.g., interaction between the US CLOUD Act and EU AI Act)
• Knowledge of GPU supply chains and geopolitical considerations impacting AI deployments
• Deep understanding of buying cycles in the public sector, defense, and other regulated industries
• A collaborative, team-oriented mindset with the ability to captivate audiences at executive-level and high-profile events

WHAT SUCCESS LOOKS LIKE

• A strong and growing pipeline of Sovereign AI opportunities and bookings
• Deep cross-functional collaboration resulting in high-quality, scalable GTM assets for field teams
• Recognition as an industry and internal thought leader on Sovereign AI
• Ownership and leadership of complex customer and partner conversations
• Staying current on emerging trends and innovations in the Sovereign AI landscape

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

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. 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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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: [email protected].

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.

AI Usage in the Recruitment Process

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Please note that any violation of these guidelines may result in disqualification from the hiring process.