Value Advisor - Federal and Aerospace & Defense

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. 

 

About the Role:

We are seeking a highly strategic and consultative Value Advisor to join our Public Services Market Unit. This role is ideal for professionals who blend consulting skills, strategic thinking, value management, and executive engagement skills to shape high-impact technology investments and deliver measurable outcomes for government agencies and the aerospace and defense industry.

As a trusted advisor to customers and a strategic partner with sales, you will create compelling value strategies that resonate with mission-driven stakeholders. Your ability to translate technical potential into strategic value, grounded in financial insight and customer context, will directly influence pipeline growth, deal velocity, and long-term customer success. and support territory planning, account strategy, and coordinated sales execution.

This role is ideal for a senior professional with a proven record of selling transformations and advanced technologies, influencing top decision-makers, and shaping large-scale modernization initiatives.

Key Responsibilities:

Strategic Advisory & Consulting

• Lead executive-level value conversations with senior leaders to uncover strategic imperatives and transformation goals.
• Conduct discovery workshops and advisory sessions to diagnose pain points, assess maturity, and identify innovation opportunities.
• Serve as a trusted consultant and thought partner to program sponsors, helping navigate organizational change, modernization mandates, and technology transitions.

• Lead customer engagements by obtaining buy-in of key stakeholders, confirming scope and timeline, conducting discovery workshops, analyzing, and synthesizing information, producing high-quality, executive ready deliverables with the ability to articulate work in a compelling and effective manner.

• Champion a consultative sales approach, guiding customers through technology adoption journeys that include pilots, prototypes, and enterprise scaling.

Business Case & Financial Modeling

• Develop compelling business cases, TCO/ROI models, and investment justifications that align ERP solutions with budget cycles, mission outcomes, and performance goals.
• Present value stories that speak the language of CXOs, budget officers, and operational leaders—linking digital investments to improved readiness, compliance, efficiency, and resilience.

Go-to-Market Leadership

• Act as a strategic partner to the sales teams, shaping deal strategy and influencing competitive positioning with value-centric with customers.
• Develop and execute strategic account and territory plans collaboratively with customers that drive growth and pipeline.

Required Qualifications

• 10+ years of experience in consulting, pre-sales value engineering, or enterprise software advisory roles.
• Proven ability to influence CXO-level decision makers with compelling strategic insights and financially grounded business cases.
• Strong financial modeling skills with fluency in TCO, ROI, payback, and business impact analysis.
• Track record of partnering across sales and demand generation teams to drive GTM execution and customer value realization.
• Exceptional written, verbal, and visual communication skills; strong executive presentations and whiteboarding.
• Exemplary research & writing skills with strong emphasis on synthesis & representing complex scenarios simply.
• Exceptional executive presence, gravitas, and communication skills; able to influence senior leaders and technical stakeholders alike.
• Self-starter with high emotional intelligence, perseverance, and GRIT.
• Understanding of partner ecosys