Requisition ID: 414342
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PF
Hiring Manager: Walt Sirene 
Recruiter Name: Kathy Thompson
Additional Locations:

SAP NS2 National Security Group (NSG) Business Developer/Capture Manager, Intelligence Community-Metro DC – TS/SCI + poly preferred

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.

Must be a U.S. Citizen and hold a TS/SCI clearance at minimum.

All internals must have manager’s approval to transfer.

The Capture Manager is responsible for executing and improving the National Security Group’s capture process beginning with identifying, qualifying, and validating opportunities.  The position will also require the candidate to manage large opportunity captures related to both business and data management solutions. The position will be responsible for executing and improving the capture processes used by the National Security Group and NS2 Mission.  They will also be responsible for execution of that process and educating the larger team of the process and any enhancements to it.  During the execution of capture activities they will be responsible for collaborating with presales, services, marketing, contracts and finance teams, as capture opportunities mature throughout the process.

Responsibilities:

Manage and Improve the capture process
*Develop new business including building relationships with key government stakeholders and partner stakeholders

*Execute, manage, and improve capture lifecycle

*Educate National Security Group on new processes and later enhancements
*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

Education:

Bachelor’s degree required

Experience:

8+ years demonstrating sales and delivery of complex solutions in the DoD/IC

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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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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.

EOE AA M/F/Vet/Disability

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 247700 – 508600(USD) 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.

Requisition ID: 414342 | Work Area:Sales  | Expected Travel: 0 – 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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