SAP Managing Director/Client Partner

C5MI Insight•Reston, VA

4d•Hybrid

About The Position

C5MI Insight LLC is seeking an experienced Managing Director, SAP Regulated Industries to accelerate growth within the U.S. Department of Defense market and SAP ecosystem. This role sits at the intersection of SAP’s federal sales ecosystem and C5MI’s services delivery capability, functioning as a strategic bridge between C5MI, SAP, SAP National Security Systems (NS2), and DoD end customers. The MD will embed alongside both the C5MI sales team and SAP’s DoD account executives, proactively identifying new SAP software and services opportunities, supporting the closure of SAP license deals, and positioning C5MI’s implementation and modernization services as the partner of choice. This is a quota-influencing, revenue-driving role — not a support function.

Requirements

Bachelor’s degree in Marketing, Business Management, Business Administration or a related field with 14-18 years of experience in sales (preferably federal sales), business development, or capture management; or no degree with 18-22 years of stated relevant experience.
4+ years of experience operating within the SAP federal/defense ecosystem, including direct experience with SAP product lines such as S/4HANA, ECC, Ariba, SuccessFactors, or SAP Analytics Cloud in a DoD context.
Direct experience working for SAP, an SAP partner, or SAP NS2, with a working understanding of how SAP structures its DoD go-to-market, licensing, and channel partner programs.
Demonstrated ability to influence enterprise software deals and work collaboratively with OEM sales teams to co-close opportunities.
Familiarity with SAP NS2: its mission, organizational structure, cleared product portfolio, and relationship to SAP’s broader federal strategy.
Working knowledge of DoD IT modernization priorities, ERP modernization programs (e.g., GCSS-Army, Navy ERP, DEAMS), and SAP’s role within those initiatives.
Strong communication and executive presence; comfortable presenting to SES-level government officials, C-suite stakeholders, and SAP sales leadership.
Must be able to obtain and maintain an active government clearance; U.S. citizenship required.

Nice To Haves

Former SAP employee with direct DoD account or channel management experience, or senior leader within an SAP Gold/Platinum partner firm.
Existing relationships within SAP’s DoD sales organization, NS2 leadership, or DoD program offices at the SES or Flag Officer level.
SAP certifications relevant to S/4HANA, ERP, or Public Sector solutions.
Experience with government contracting vehicles commonly used for SAP deployments (e.g., GSA Schedules, GWACs, OTAs).
Prior experience shaping acquisition strategy for DoD ERP programs from the industry side.
Active DoD security clearance (Secret or above).

Responsibilities

Serve as C5MI’s primary representative to SAP’s DoD sales organization and SAP NS2, building and maintaining trusted relationships with SAP account executives, sales leadership, and NS2 program teams.
Works daily alongside C5MI’s growth and sales team to align pursuits with SAP’s active pipeline and incoming opportunities before they are formally released or publicly competed.
Helps SAP and NS2 navigate DoD procurement, compliance, and technical requirements by bridging SAP-specific solutions to the operational realities of defense customers.
Proactively identifies new SAP opportunities across DoD commands, agencies, and components, leveraging existing relationships with key stakeholders and decision-makers.
Surfaces and qualifies leads ahead of formal procurement, enabling C5MI and SAP to shape requirements and establish incumbency early in the acquisition lifecycle.
Collaborates with the C5MI capture and proposal teams to develop winning strategies that combine SAP software with C5MI’s ERP implementation, modernization, and analytics services.
Partners directly with SAP DoD account executives to co-pursue and co-close SAP software deals, positioning C5MI as the premier services partner on each opportunity.
Attends customer meetings, demos, and executive briefings as a joint C5MI–SAP representative, articulating the combined value proposition to DoD program offices and CIOs.
Manages relationships with existing SAP DoD accounts to identify upsell, expansion, and modernization opportunities across the SAP portfolio.
Maintains deep knowledge of each major DoD customer’s SAP landscape, including current deployments, known pain points, budget cycles, and modernization priorities.
Tracks SAP and NS2 product roadmaps, licensing changes, and DoD-specific compliance requirements (e.g., CMMC, FedRAMP, IL4/IL5/IL6) and translates these into actionable intelligence for the C5MI sales team.
Provides regular reporting to the Chief Strategy Officer on pipeline status, relationship health, competitive threats, and market trends.
Adheres to all certified processes as part of our commitment to maintaining the highest standards of quality and information security, which includes actively participating in quality assurance activities and ensuring the protection of sensitive information in accordance with our security policies.
Performs other related tasks as assigned by direct supervisor.