SAP NS2 Federal Sales Business Development Manager, IntelligenceCommunity-Herndon-20171 Job

Requisition ID: 167389
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

SAP NS2 Federal Sales Business Development Manager, Intelligence Community-Herndon-20171

Active TS/SCI required


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.

Must be a U.S. Citizen

All internals must have manager’s approval to transfer

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.


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


Bachelor’s degree preferred



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:[email protected] or [email protected], APJ: [email protected], EMEA: [email protected]). 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:

Full time
Herndon, Virginia 20171, US