CMA CGM
Industry Executive Advisor - US Federal Government Department of Defense
CMA CGM, Washington, District Of Columbia, United States, 20599
SAP Federal Industry Advisor
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. 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. 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 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 Professional Attributes: Industry reputation/brand - network of industry relationships. Participation in relevant industry associations is a strong positive Engaging and thought-provoking speaker in customer 1:1 and 1: Many event situations Experience building and retaining strong customer relationships with the US Federal Defense Industry Experience in a diverse technology landscape and process/technology integration issues Must exhibit an executive presence with Proven CxO engagement skills for consulting, selling, and delivering into the US Federal Defense Industry Growth/business ownership mentality and approach that will build and grow a business Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP Social presence and skills Solution selling acumen
ability to differentiate in complex sales including Public and Private SaaS cloud solutions Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail 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 employer 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.
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. 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. 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 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 Professional Attributes: Industry reputation/brand - network of industry relationships. Participation in relevant industry associations is a strong positive Engaging and thought-provoking speaker in customer 1:1 and 1: Many event situations Experience building and retaining strong customer relationships with the US Federal Defense Industry Experience in a diverse technology landscape and process/technology integration issues Must exhibit an executive presence with Proven CxO engagement skills for consulting, selling, and delivering into the US Federal Defense Industry Growth/business ownership mentality and approach that will build and grow a business Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP Social presence and skills Solution selling acumen
ability to differentiate in complex sales including Public and Private SaaS cloud solutions Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail 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 employer 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.