LAC HCM BDM

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Key Objective of the Demand Manager Role:

• BDM will play a fundamental role to assure LAC HCM business growth detecting and promoting areas of opportunities, building strategic partnerships, understanding global HR trends and how to rollout them to the different LAC Markets in strong collaboration with internal teams.
• The BDM will oversee Demand Management Process activities to generate the necessary pipeline in LAC HCM, ensuring achievement of booking targets. Responsible for building and executing a Demand Plan, the BDM collaborates across the 5 Sources of Demand (SoD): Marketing, Partners, Services, Digital Hub, and Sales, to drive financial success through effective pipeline creation and management.
• Orchestrate people, processes, and tools: Build and execute a demand generation plan informed by market data and segmentation tools; align and collaborate closely with stakeholders; serve as a trusted advisor to plan and manage campaign execution.
• Ensure pipeline coverage & conversion: Foster sustainable growth with a high-quality, qualified pipeline; monitor pipeline health from all SoDs to maintain mid- and long-term growth.
• Promote a data-driven approach: Establish an end-to-end, data-driven demand discovery, planning, execution, and steering process, ensuring alignment with stakeholders.
• Integrate and share best practices: Consolidate Demand Plans, identify synergies, and share best practices across segments and LoBs.
• Implement a governance model: Establish a governance framework at the Corporate segment level, involving Demand Management stakeholders (Solution Advisory, Marketing, PES, etc.) to review pipeline health, prioritize new activities, and track execution.
• Collaborate with DM MU and other regional teams: Engage with Demand Plan topics at MU and regional levels, benchmark with other Market Units/LOBs, and replicate best practices.
• Support localization of Sales Plays: Adapt Global and Regional Sales Plays, leverage available assets, and work with MU leaders to establish new selling motions.
• Develop/participate in professional HCM networks across LAC to strengthen SFSF brand positioning and open business.
• Execute Product Market fit/gap analysis and use the insight to strengthen SFSF position and also provide feedback to regional/global about necessary changes.
• Lead different business development activities for the region.
• Be LAC HCM representative person in global BD activities.
• Launch and execute DG activities directly executed by yourself.

Key Priorities:

• Main KPIs: Current Year Incremental Pipeline Creation (TCP), Future 2 Quarter Coverage (F2Q), and Pipeline Conversion.
• Additional objectives: Develop and ensure execution of Demand Programs for specific business areas; manage efficient pipeline discontinuation processes; enhance alignment among Demand stakeholders through streamlined DG activities.
• Build the Demand Engine: Design a demand engine that supports customer-facing roles in generating high-quality pipeline.
• Foster cross-functional collaboration: Establish and maintain a strong network among all DG contributors to drive cross-pollination.
• Align with Sales managers: Create and implement a Demand Plan in partnership with Sales managers to close pipeline gaps.
• Provide visibility and insights: Share updates on DG activities, results, and market potential insights with stakeholders to fully leverage market opportunities.
• Enhance DG practices: Review DG practices for ongoing process improvements, advocate for simplification, and gather feedback from stakeholders.
• Promote innovation: Drive continuous improvement and share best practices in DM process.
• Work aligned with HCM Solution Advisory team assuring Demand Maturation process flows.

Key Stakeholders:

• Main Stakeholders: LAC HCM CRO, CBO, LAC Demand Management, Global HCM Demand Management team.
• Business stakeholders: HCM Sales and post-sales Heads, MU Demand Managers, Digital Hub, Digital Solution Advisory, Marketing, PES, and Revenue Operations.

Experience & Skills:

• Experience: 5-10 years in enterprise software sales is a must + marketing sales operations.
• Education: Bachelor's degree in Business Administration, Marketing, Engineering, or Computer Science.
• Core competencies: Leadership through influence; resilience; autonomy; teamwork; a growth and transformation mindset; ability to translate vision into actionable plans; and communication skills.
• Background in Cloud and B2B environment: Demonstrated experience with Cloud in B2B contexts.
• HCM business knowledge/language is a plus.
• Proven success in a matrix environment: Effective in cross-functional, matrixed settings.
• Expertise in program planning, demand management and/or support demand generation.
• C-level collaboration: experience in working with C-level executives and decision-makers.
• Fluent English and Spanish.

Location:

• Brazil – Sao Paulo.