Oscar Murillo Tovar

In my role as the Director of Digital Sales, I collaborate cross-functionally with leaders in Sales, Marketing, Field Operations, and Enablement to develop digital selling strategies aimed at increasing pipeline and annual recurring revenue (ARR) in the SMB segment through outbound prospecting efforts.

Ongoing Projects:

• SAP Concur Digital AI (SAP AI): I collaborate with leaders of the SAP Digital Hub to create an internal SAP Concur-specific AI tool to support prospecting and selling functions. I'm establishing SLAs for prompt engineering that will empower our Sales and Solution Advisory teams to engage in higher quality messaging that differentiates us from competitors.
• Prospecting Sequences Development (Outreach.io): I'm crafting multi-step prospecting sequences designed to be simple for prospects to engage with, enhance brand awareness, and humanize future outreach by our outbound digital sales team.
• Outbound Prospecting for Previously Closed, Not Won Accounts (Salesforce): I'm creating standardized outbound prospecting strategies for accounts that were previously closed but not won, and establishing global best practices for territory management.

In my role as Senior Manager of Sales Development, I took on expanded responsibilities within the Mid-Market sales development segment. Alongside leading a high-performing team that was consistently ranked at the top of the mid-market segment, I collaborated with senior leadership to devise department-wide strategies aimed at generating pipeline and closed-won ARR for our Mid-Market sales teams.

• Notable achievements included being named an SAP Catalyst for 2024 and 2025, a distinction reserved for the top 2% of the global SAP workforce. It's an honor for me to contribute to SAP's forefront of innovation, product development, and people leadership.

In my role as a Manager of Sales Development I led a team of six sales development executives to outperform their assigned plan by building healthy habits around: demand generation, territory management, executive overview delivery, and solution-based selling. We start our days with gratitude and accomplish leading results in our segment month after month. #TeamLanza

• Leader Legacy Award Recipient, 2022 - An award presented to a leader who delivers leading results, embodies and inspires the core values of SAP Concur.
• Promoted three individuals into Sr. Account Executive roles, 2022.
• Developed “Fishing Report” cross functional prospecting strategies adopted for all of Mid-Market Sales - 2023. Resulted in 13 additional CW units from accounts with zero activity in 2022 with an average ARR of $28K ($355K combined). Average MM deal size is $18k. Also resulted in stronger cross functional partnerships
• Developed Outreach sequences for Mid-Market sales development aimed at “humanizing” email prospecting efforts with potential customers; specifically targeting Net new-contacts & MQLs
• Elevate award winner Q2 and H1 2023 - 135% and 125% to goal, respectively