WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

WHAT YOU’LL DO

The position is pivotal in understanding the industry landscape, policy implications, budgeting, procurement, and human resources within the US Federal Government, with experience in Federal Finances and/or Procurement. Duties will include engaging with customers, driving sales pipeline growth, and enhancing SAP’s industry leadership through strategic initiatives. This role is for current or former senior-level executives who have driven change, persisted through challenges, and made operational differences in missions in the US Federal Defense / Civilian agencies.

• Industry GTM Planning & Strategy: The advisor is tasked with developing actionable industry plans, conducting quarterly reviews, and enabling teams to differentiate SAP’s Federal Industry in the market.
• Drive Awareness & Generate Demand: The role involves building SAP’s brand through thought leadership, creating industry-specific content, and nurturing customer communities.
• Mature Industry Opportunities: The advisor will focus on converting pipeline opportunities into customer engagements and delivering tailored customer experiences.
• Support Deal Execution: The advisor will differentiate SAP during sales cycles, support post-sale advisory, and build customer references to enhance success realization.
• Support Customer Success Realization: The advisor will support post-sale advisory, executive steering committee meetings, and build and nurture customer references.

Area 1 – Industry GTM Planning & Strategy:

• Focus on current administration goals as levers, and drive an AI and Cloud mindset across the US Federal Defense / Civilian Industry
• Develop and execute a quality and actionable Industry plan for the North American market in the US Federal Defense / Civilian Industry
• Quarterly industry business plan review & Global Industry Business Unit coordination
• Enable Sales, Marketing, Inside Marketing & Sales, and other team members on what it takes to differentiate by industry, both within SAP and externally with industry influencers and partners
• Develop compelling industry-specific content for North America in support of the 5 areas

Area 2 – Drive Awareness & Generate Demand:

• Development of SAP’s brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.
• Create and nurture industry customers and communities such as America’s SAP User Group (ASUG)
• Get doors open. Build new connections and qualified pipeline opportunities in the US Federal Defense / Civilian Industry
• Execute with Marketing on events, social and digital plans, utilizing your network and customer relationships
• Provide Industry advisory for account planning

Area 3 – Mature Industry Opportunities:

• Conduct introductory meetings with customer executives to articulate SAP’s value proposition for the Defense / Civilian industry relative to the customer’s objectives objectives
• Accelerate pipeline opportunity conversion to qualified customer engagements
• Develop industry-specific account strategies to include public cloud (SaaS) business solutions and AI-embedded solutions.
• Deliver industry-specific customer experiences and assist in special projects to include AI hackathons, change management workshops, and more.

Area 4 – Support Deal Execution:

• Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes
• Advise and assist the sales teams to ensure the right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos, industry solution architecture, etc. Lead customer executive conversations

Area 5 – Support Customer Success Realization:

• Support post-sale advisory and Executive Steering Committee meetings for top accounts in plan
• Support US Government Industry Customer Advisory Councils and Networking
• Build and nurture customer references

TYPICAL ROLE EXPECTATIONS

• Business development profile with ~ 30% travel
• Key player Subject Matter Expert support to the sales team to assist in the achievement of cloud revenue goals, pipeline growth, and solution adoption.
• This is an elite team with high visibility and exposure to SAP and Customer leadership
• Flexible work environment with a culture of trust and teamwork
• Learning never stops
• SAP is an equal opportunity employer