SAP NS2 - Federal Sales Business Development Manager, Intelligence Community (167389)

SAP NS2® Federal Sales Business Development Manager, Intelligence Community

Location: Herndon, VA, US
Ref-Code: 167389
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP is the global market leader for business software and related services, and SAP National Security Services, Inc. (SAP NS2®) is an independent U.S. subsidiary, offering SAP solutions with specialized levels of security and support to meet the requirements of U.S. national security and critical infrastructure customers.

POSITION DESCRIPTION

The Business Development Manager is responsible for driving revenue through prospecting, acquisition, development, and expansion of opportunities within Intelligence agencies. The position will be responsible for qualifying and moving selected opportunities for SAP NS2’s products including the SAP HANA Big Data platform, and the full range of SAP’s mission and business application solutions through the business development process, proposal process, collaborating with engineering, marketing, and operations, with accountability for new business results.

RESPONSIBILITIES & TASKS

Manage the Capture Process

  • Populate, validate and update the Capture Plan
  • Hold reviews to ensure process is moving forward
  • Develop opportunity, key relationships, intelligence, strategy and actions
  • Establish capture budget/B&P
  • Move opportunities from capture phase to proposal phase

Build Relationships

  • Build internal capture teams
  • Identify customer programs, and procurement organizations
  • Define customer buying cycle
  • Develop customer contact plan
  • Collaborate with sales, marketing, services and alliances teams on value propositions

Gather and Analyze Data

  • Perform program/opportunity assessments
  • Gather relevant date, analyze, validate data, and determine gaps
  • Gain clear understanding of customer requirements
  • Identify/validate customer issues, wants, needs, and hot buttons
  • Determine Source Selection Authority and key decision makers
  • Perform Competitor Assessments
  • Determine key competitors, validate data and build comparison chart
  • Assess Strengths, Weaknesses, Opportunities and Threats (SWOT)
  • Determine critical gaps and discriminators
  • Perform Self-Assessment
  • Assess internal SWAT to determine critical gaps

Develop and Implement Strategies

  • Initiate Teaming Strategies
  • Develop high level proposal solutions
  • Determine Program execution strategy
  • Turn strategies into action plans
  • Transition to proposal / sales
  • Identify proposal team
  • Develop Proposal management plan
  • Hold proposal strategy session
  • Create opportunities by helping customer find solutions that meet their needs
  • Ask probing questions to understand what the customer is saying in order determine the opportunity
  • Build relationships that are built on trust
  • Develop a strategy to approach a customer, vendor, competitor, partner and identify hot buttons
  • Develop plan of action to meet all key business objectives and other duties as assigned by supervisor

QUALIFICATIONS

  • Bachelor’s degree preferred
  • Active TS/SCI required
  • U.S. citizenship is required
  • All internals must have manager’s approval to transfer