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.
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. 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 executives who have driven change, persisted through challenges, and made operational differences in missions within US Federal Defense 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 Industry
• Develop and execute a quality and actionable Industry plan for the North American market in the US Federal Defense 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 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 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 the plan
• Support the US Federal Defense Industry Customer Advisory Councils and Networking
• Build and nurture customer reference
What You Bring
• 15+ years of relevant US Federal Government industry experience preferred, either as a senior leader or an operational consultant implementing solutions into the US Federal Government industry, AI program experience a plus
• 5+ years of application solution/product experience (preferably SAP) within the Federal Government Defense industry
• Business Development and/or Management Consulting experience
• Comprehensive understanding of the current US Federal Government Industry
o Knowledge of Federal and Defense policy, regulation, and standards
o Current administration policies and executive orders, and how they impact funding and agency/department missions.
o Market/strategies / business drivers/challenges
o How technology needs to support all the above positions in the Federal Government Defense Industry
o Full technology lifecycle: from strategic planning and compliance to operational implementation
• Professional Attributes:
o Industry reputation/brand - network of industry relationships. Participation in relevant industry associations is a strong positive
o Engaging and thought-provoking speaker in customer 1:1 and 1: Many event situations
o Experience building and retaining strong customer relationships with the US Federal Defense Industry
o Experience in a diverse technology landscape and process/technology integration issues
o Must exhibit an executive presence with Proven CxO engagement skills for consulting, selling, and delivering into the US Federal Defense Industry
o Growth/business ownership mentality and approach that will build and grow a business
o Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP
o Social presence and skills
o Solution selling acumen - ability to differentiate in complex sales including Public and Private SaaS cloud solutions
o Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail
o Can do attitude with passion for how technology can be used to enable industry strategic initiatives.
• SAP technology knowledge is a bonus (consulting/presales/solution management is a plus)
• Working across different countries to assist the global and regional team
Why SAP?
• Make a tangible impact on government missions through smarter, faster, more resilient enterprise systems.
• Help craft go-to-market strategies that change how government agencies buy and adopt technology.
• Work alongside a high-performing team that values consultative excellence, innovation, and integrity.
• Opportunities to contribute to shaping national security strategy through innovation
• A collaborative, mission-first culture focused on growth and customer success
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 employe
Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy
SAP is not offering relocation benefits for this role at this time.
SAP is not offering visa sponsorship for this role at this time.
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:
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.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP's commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is - USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
Requisition ID:
Posted Date: Sep 15, 2025
Work Area: Sales
Career Status: Professional
Employment Type: Regular Full Time
Expected Travel: 0 - 30%
Location:
