SAP
Value Advisor - Department of Defense Expert - D.C. location
SAP, Washington, District Of Columbia, United States, 20599
Value Advisor For Public Services Market Unit
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. About the Role: We are seeking a highly strategic and consultative Value Advisor to join our Public Services Market Unit, focused on driving ERP transformation across the U.S. Department of Defense (DoD). This role is ideal for professionals who blend consulting skills, strategic thinking, thought leadership, business development, and executive engagement skills to shape high-impact technology investments and deliver measurable outcomes for government agencies. As a trusted advisor to customers and a strategic partner with sales to create compelling value strategies that resonate with mission-driven stakeholders. Your ability to translate technical potential into strategic valuegrounded in financial insight and current administration policy and executive orders
will directly influence pipeline growth, deal velocity, and long-term customer success and support territory planning, account strategy, and coordinated sales execution. This role is ideal for a senior professional with a proven record of selling transformations and advanced technologies to the DoD, influencing top decision-makers, and shaping large-scale modernization initiatives. The ideal candidate brings a robust executive network, a strong grasp of defense acquisition, and a strategic mindset that can operationalize ideas into pipeline and wins. Key Responsibilities: Strategic Advisory & Consulting Lead executive-level value conversations with senior leaders across DoD to uncover strategic imperatives and transformation goals. Conduct mission-aligned discovery workshops and advisory sessions to diagnose pain points, assess maturity, and identify innovation opportunities. Serve as a trusted consultant and thought partner to program sponsors, helping navigate organizational change, modernization mandates, and technology transitions. Lead customer engagements by obtaining buy-in of key stakeholders, confirming scope and timeline, conducting discovery workshops, analyzing, and synthesizing information, producing high-quality, executive ready deliverables with the ability to articulate work in a compelling and effective manner. Champion a consultative sales approach, guiding customers through technology adoption journeys that include pilots, prototypes, and enterprise scaling. Business Case & Financial Modeling Develop compelling business cases, TCO/ROI models, and investment justifications that align ERP solutions with budget cycles, mission outcomes, and performance goals. Present value stories that speak the language of CXOs, budget officers, and operational leaderslinking digital investments to improved readiness, compliance, efficiency, and resilience. Go-to-Market Leadership Act as a strategic partner to the sales and capture teams, shaping deal strategy and influencing competitive positioning with value-centric narratives within DoD components (e.g., Army, Navy, Air Force, Space Force, OSD, COCOMs, and defense agencies). Collaborate with marketing and demand generation teams to tailor value content and assets for campaigns, executive briefings, and industry events. Develop and execute strategic account and territory plans collaboratively with customers that drive growth and pipeline. Cultivate and expand a robust network of senior stakeholders, including CIOs, CTOs, PEOs, PMs, and Flag/General Officers. Solution Differentiation & Enablement Translate ERP platform capabilities into customer-relevant use cases across finance, logistics, human capital, and mission support. Support capture and proposal efforts by crafting value-based differentiators that strengthen technical and management volumes. Contribute to internal sales enablement by creating reusable artifactsplaybooks, value frameworks, battle cards, and training sessions. Required Qualifications: 15+ years of experience in strategic consulting, pre-sales value engineering, or enterprise software advisory roles, with demonstrated success in the Federal DoD and Security market. Proven ability to influence CXO-level decision makers with compelling strategic insights and financially grounded business cases. Proven record of supporting complex, multi-year DoD technology deals > $10M+ in value. Deep understanding of Federal government operations, procurement, and digital transformation priorities, including FITARA, TBM, PPBE, and Zero Trust. Strong financial modeling skills with fluency in TCO, ROI, payback, and business impact analysis. Track record of partnering across sales and demand generation teams to drive GTM execution and customer value realization. Exceptional written, verbal, and visual communication skills; strong executive presentations and whiteboarding. Exemplary research & writing skills with strong emphasis on synthesis & representing complex scenarios simply. Exceptional executive presence, gravitas, and communication skills; able to influence senior leaders and technical stakeholders alike. Self-starter with high emotional intelligence, perseverance, and GRIT Expertise in consultative selling and long-cycle, solution-oriented Federal sales. Understanding of partner ecosystems (system integrators, VARs, and tech alliances). Qualifications: Experience with ERP platforms (e.g., SAP, Oracle, Workday, Microsoft) in a government context. 5-7 years' experience with a top-tier consulting firm MBA or advanced degree from a top-tier program Recognized thought leader through published content, public speaking, advisory roles, or industry boards. Experience designing or leading digital transformations Familiarity with government budgeting and acquisition cycles, including IDIQs, GWACs, and sole-source pathways. Existing relationships within DoD (e.g., Army, Navy, Air Force, Space Force, OSD, COCOMs, and defense agencies) Challenger Selling mindset and experience Why Join Us: 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 SAP 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. This is more than a sales role
it's a leadership opportunity to shape the future of defense through innovation. We welcome veterans and former DoD executives with relevant experience. 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: Careers@sap.com. 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
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. About the Role: We are seeking a highly strategic and consultative Value Advisor to join our Public Services Market Unit, focused on driving ERP transformation across the U.S. Department of Defense (DoD). This role is ideal for professionals who blend consulting skills, strategic thinking, thought leadership, business development, and executive engagement skills to shape high-impact technology investments and deliver measurable outcomes for government agencies. As a trusted advisor to customers and a strategic partner with sales to create compelling value strategies that resonate with mission-driven stakeholders. Your ability to translate technical potential into strategic valuegrounded in financial insight and current administration policy and executive orders
will directly influence pipeline growth, deal velocity, and long-term customer success and support territory planning, account strategy, and coordinated sales execution. This role is ideal for a senior professional with a proven record of selling transformations and advanced technologies to the DoD, influencing top decision-makers, and shaping large-scale modernization initiatives. The ideal candidate brings a robust executive network, a strong grasp of defense acquisition, and a strategic mindset that can operationalize ideas into pipeline and wins. Key Responsibilities: Strategic Advisory & Consulting Lead executive-level value conversations with senior leaders across DoD to uncover strategic imperatives and transformation goals. Conduct mission-aligned discovery workshops and advisory sessions to diagnose pain points, assess maturity, and identify innovation opportunities. Serve as a trusted consultant and thought partner to program sponsors, helping navigate organizational change, modernization mandates, and technology transitions. Lead customer engagements by obtaining buy-in of key stakeholders, confirming scope and timeline, conducting discovery workshops, analyzing, and synthesizing information, producing high-quality, executive ready deliverables with the ability to articulate work in a compelling and effective manner. Champion a consultative sales approach, guiding customers through technology adoption journeys that include pilots, prototypes, and enterprise scaling. Business Case & Financial Modeling Develop compelling business cases, TCO/ROI models, and investment justifications that align ERP solutions with budget cycles, mission outcomes, and performance goals. Present value stories that speak the language of CXOs, budget officers, and operational leaderslinking digital investments to improved readiness, compliance, efficiency, and resilience. Go-to-Market Leadership Act as a strategic partner to the sales and capture teams, shaping deal strategy and influencing competitive positioning with value-centric narratives within DoD components (e.g., Army, Navy, Air Force, Space Force, OSD, COCOMs, and defense agencies). Collaborate with marketing and demand generation teams to tailor value content and assets for campaigns, executive briefings, and industry events. Develop and execute strategic account and territory plans collaboratively with customers that drive growth and pipeline. Cultivate and expand a robust network of senior stakeholders, including CIOs, CTOs, PEOs, PMs, and Flag/General Officers. Solution Differentiation & Enablement Translate ERP platform capabilities into customer-relevant use cases across finance, logistics, human capital, and mission support. Support capture and proposal efforts by crafting value-based differentiators that strengthen technical and management volumes. Contribute to internal sales enablement by creating reusable artifactsplaybooks, value frameworks, battle cards, and training sessions. Required Qualifications: 15+ years of experience in strategic consulting, pre-sales value engineering, or enterprise software advisory roles, with demonstrated success in the Federal DoD and Security market. Proven ability to influence CXO-level decision makers with compelling strategic insights and financially grounded business cases. Proven record of supporting complex, multi-year DoD technology deals > $10M+ in value. Deep understanding of Federal government operations, procurement, and digital transformation priorities, including FITARA, TBM, PPBE, and Zero Trust. Strong financial modeling skills with fluency in TCO, ROI, payback, and business impact analysis. Track record of partnering across sales and demand generation teams to drive GTM execution and customer value realization. Exceptional written, verbal, and visual communication skills; strong executive presentations and whiteboarding. Exemplary research & writing skills with strong emphasis on synthesis & representing complex scenarios simply. Exceptional executive presence, gravitas, and communication skills; able to influence senior leaders and technical stakeholders alike. Self-starter with high emotional intelligence, perseverance, and GRIT Expertise in consultative selling and long-cycle, solution-oriented Federal sales. Understanding of partner ecosystems (system integrators, VARs, and tech alliances). Qualifications: Experience with ERP platforms (e.g., SAP, Oracle, Workday, Microsoft) in a government context. 5-7 years' experience with a top-tier consulting firm MBA or advanced degree from a top-tier program Recognized thought leader through published content, public speaking, advisory roles, or industry boards. Experience designing or leading digital transformations Familiarity with government budgeting and acquisition cycles, including IDIQs, GWACs, and sole-source pathways. Existing relationships within DoD (e.g., Army, Navy, Air Force, Space Force, OSD, COCOMs, and defense agencies) Challenger Selling mindset and experience Why Join Us: 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 SAP 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. This is more than a sales role
it's a leadership opportunity to shape the future of defense through innovation. We welcome veterans and former DoD executives with relevant experience. 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: Careers@sap.com. 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