SAP
Value Advisor - Department of Defense Expert - D.C. location
SAP, Washington, District of Columbia, us, 20022
Value Advisor - Department of Defense Expert - D.C. location
Join to apply for the
Value Advisor - Department of Defense Expert - D.C. location
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SAP Value Advisor - Department of Defense Expert - D.C. location
1 day ago Be among the first 25 applicants Join to apply for the
Value Advisor - Department of Defense Expert - D.C. location
role at
SAP Get AI-powered advice on this job and more exclusive features. 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. 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 value—grounded 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 leaders—linking 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 artifacts—playbooks, 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.
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 194100 - 411600 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: 433209 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
Seniority level
Seniority level Not Applicable Employment type
Employment type Full-time Job function
Job function Sales and Business Development Industries Software Development, IT Services and IT Consulting, and Business Consulting and Services Referrals increase your chances of interviewing at SAP by 2x Get notified about new Advisor jobs in
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Join to apply for the
Value Advisor - Department of Defense Expert - D.C. location
role at
SAP Value Advisor - Department of Defense Expert - D.C. location
1 day ago Be among the first 25 applicants Join to apply for the
Value Advisor - Department of Defense Expert - D.C. location
role at
SAP Get AI-powered advice on this job and more exclusive features. 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. 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 value—grounded 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 leaders—linking 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 artifacts—playbooks, 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.
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 194100 - 411600 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: 433209 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
Seniority level
Seniority level Not Applicable Employment type
Employment type Full-time Job function
Job function Sales and Business Development Industries Software Development, IT Services and IT Consulting, and Business Consulting and Services Referrals increase your chances of interviewing at SAP by 2x Get notified about new Advisor jobs in
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