Sr. Strategic Pursuit Advisor - Federal Civilian and Department of Defense Job - Technical.ly

Sr. Strategic Pursuit Advisor – Federal Civilian and Department of Defense Job

Washington, DC | Other

Job Description
Company Culture

The Senior Strategic Pursuit Advisor (SSPA) works closely with the Federal Field sales leads (License and Services), delivery leads, and partners to drive joint, integrated go-to-market for SAP’s most strategic accounts.

The Senior Strategic Pursuit Advisor actively aligns and partners with the Federal Field sales leads, delivery leads and the extended SAP ecosystem identifying opportunities for expanding SAP’s footprint (license, subscription, and Services), and collaborates to preserve services/maintenance/cloud subscription booking and revenue streams.  The Senior Strategic Pursuit Advisor drives long term, consultative SAP outcome-based implementation value plans with customers to achieve customer business objectives, which result in extending SAP services value in strategic accounts.

The Senior Strategic Pursuit Advisor will be expected to act as a Federal Industry Advisor and leader, ensuring that the Federal Field Sales team is equipped with the latest industry trends and correlating customer impact.

The value Senior Strategic Pursuit Advisor brings to the sales team is based on the Senior Strategic Pursuit Advisor’s (1) customer empathy, (2) industry expertise, (3) strategic selling skills, (4) passion for digital transformation, and (5) knowledge of SAP outcome based implementation best practices and portfolio experience.   The role is measured on the bookings and revenue generated from the specific target accounts to which the Senior Strategic Pursuit Advisor is assigned.

Sales Execution tasks:

  • Support complex and strategic innovation and co-innovation deals within the market unit in order to achieve and/or exceed SAP targets for services bookings and software license and services revenues.
  • Collaborate with market unit sales team and extended Value Added Team to develop and plan demand for large outcomes based SAP Led or Co-Led engagements.
  • Interact with customers at the highest levels (C-level) through executive meetings, discovery conversations, executive presentations and follow-up discussions to credibly represent SAP’s Services offerings to both Business and IT leaders
  • Articulate the value of SAP’s innovative platform across SAP market categories (Cloud, Mobile, Database & Technology, Applications and Analytics) and must also serve as a subject matter expert in one or more of these categories.
  • Reinforce the business value of SAP services and solutions through creation of proposals, compelling presentations, demonstrations and participation in License sales cycles, Design Thinking, Industry Value Engineering, and Discovery workshop engagements.
  • Advance knowledge of SAP Services implementation methodologies and software solutions as well as industry trends.
  • Maintain a close understanding and appreciation of competitive services and software offerings.
  • Be a leader in their subject area and sharing in-depth knowledge and experience with regional and global teams
  • Facilitate the transition of the customer relationship(s) to the Delivery team

Required Skills and Abilities:

  • Strong negotiation, facilitation and influencing skills. Ability to articulate and present to C-Level, and proven C-level reporting and expectations management skills, ability to shape customer expectations
  • Has a broad knowledge over the entire SAP services, solutions and customers’ industry
  • Operates as an advocate for the customer within SAP, across all stakeholders, ensuring alignment and maximum value for the customer
  • “Manages” versus “coordinates” and is able to lead through influence
  • Deals well with ambiguity and creates order and strategy alignment with the customer based on customer input.
  • A leader in championing and implementing innovative sales techniques (such as Customer Engagement Methodology and the Value Delivery Framework) within the Services Sales community.
  • Builds and maintains strategic partnerships with key decision makers internally, and in partner and customer organizations (at the C-level).

Additional responsibilities will include forecasting 4x pipeline for future opportunities on assigned accounts in collaboration with the Market Unit, accurate and timely reporting in CRM & other appropriate systems, and interfacing with sold-to customers, for example as part of governance teams, as requested by the market unit, for all accounts in their assigned portfolio.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

MBA strongly preferred.

Must be a driven sales professional and have strong capabilities in:

SAP Services Selling experience preferred

SAP Premium Engagement Offerings

Quota Attainment/Account Planning

Pursuit Management and Leadership

Problem Solving and Negotiating

Developing A Trusted Business Advisor Status At Assigned Customers

Outstanding and Effective executive level communication skills

Sr. Level Relationship Management

Ability to travel 60%+ of time, depending on assigned accounts/ territory

Executive presence and experience managing senior C-level relationships

WORK EXPERIENCE

This is a senior level, pursuit leadership role and requires a seasoned professional with varied career experiences including at ERP/CRM and/or Business Analytics services sales with a strong track record of new account development, territory building and quota performance.  Prior sales experience in services is preferred.

WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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. (Americas:Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.
Additional Locations: Virtual – USA

 

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