Karen Obrien
Global Director, Gtm (Go to Market) and Sales Enablement, SAP Offerings and Products @HCLTech
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WORK HISTORY
Global Director, Gtm (Go to Market) and Sales Enablement, SAP Offerings and Products @HCLTech
FY 2023/24 \"Ace of Initiative\" award for driving GTM and marketing excellence• FY 2023/24 HCLTech Achiever\'s League for distinguished performanceDrawing on a career spanning SAP consulting, presales, and marketing, I partner closely with senior leadership to ensure our SAP products and offerings address real market needs and are clearly differentiated and powerfully positioned — both internally to enable sales and delivery teams, and externally to drive growth.Core responsibilities:• Act as product marketing lead within the Offerings & Products team, shaping offering strategy, evolution, market-facing value propositions, positioning, marketing strategy and GTM plans - while driving execution across sales, marketing, and delivery • Lead a broad range of sales enablement initiatives, including trainings, knowledge management, pitch coaching, and collateral development (e.g. battle cards, pitch decks, sales plays, & scripts)• Partner with sales and vertical marketing teams on demand gen campaigns, contributing directly to pipeline and YoY revenue growth.Key results• Scaled the SAP Practice LinkedIn Showcase Page organically from 0 to followers in 6 years, outperforming typical B2B enterprise growth trajectories and establishing it as a high-impact channel for thought leadership, demand generation, and employer branding. When absorbed into the corporate page in 2024, it was the second-ranked SAP-related page outside of SAP’s own, with 48% of followers from industry, and 77% senior and above. Our engagement rate was 231.5% higher than other competitor and SAP user group pages• Created and scaled an innovative content thought leadership program aligned to core GTM priorities• Defined an authentic, pragmatic voice that strengthened credibility as a transformation partner, with engagement significantly outperforming industry norms — >16% organic engagement and >4% paid engagement (vs.~3–4% typical organic for B2B/IT company pages).
EDUCATION
Clark University
Bachelor of Arts - BA with Highest Honors, History
Reed College
History and Psychology
Northwestern University
PhD, History
SKILLS
ABOUT KAREN OBRIEN
A member of our extended SAP practice leadership team, I own the strategy, development, activation, and ongoing support of a broad portfolio of product marketing, thought leadership, and internal sales enablement programs.In practice, this means I help close the (often wide) gaps between our sales, marketing, technical, product, and solutions teams to develop and execute GTM and sales enablement strategies that drive growth. I help develop and market new offerings and evolve existing ones. I also ensure that our SAP consulting and sales teams have the insight, messaging, content, thought leadership, coaching and training support needed to help them position our services and products to win.Learn more about how I leverage my varied experience across SAP delivery, marketing, pre-sales and business development - and my early work as an historian and expert in strategic communications - to help our teams sell more effectively: https://devm.io/careers/women-in-tech-o-brien-175074
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