Client Development Director, SAP Business Integration

The Client Development Director, SAP Business Integration is an experienced and highly strategic member of our team. This is a critical role responsible for leading, identifying, cultivating, and securing new SAP business integration consulting engagements with clients across the United States. Pioneer is a business integrator, not a systems integrator: we work alongside our clients and their SAP systems integrators to make sure SAP programs deliver real business outcomes by aligning strategy, processes, people, and data so the organization is ready to adopt, operate, and realize value from SAP. You will accomplish this by understanding complex client needs and architecting tailored, high-impact business integration solutions. You will be a key driver of our growth, translating client challenges into successful engagements and expanding our footprint in markets nationwide. You will build a strong book of business by being a trusted advisor and strategic partner of your clients.

The ideal candidate is a highly motivated, results-driven business development professional with a strong understanding of how SAP transformations affect the business and a demonstrated ability to generate pipeline, lead sales efforts, and establish Pioneer as a trusted SAP business integration partner.

Key Responsibilities

Solutions Oriented Business Development

• Proactively identify and target high-potential clients and industry segments nationwide that are planning, executing, or recovering from SAP programs (e.g., S/4HANA migrations, RISE with SAP), where business readiness, adoption, and value realization are at risk.
• Lead in partnership with Pioneer Practice and Delivery leadership to engage existing and prospective clients to uncover their strategic objectives, business pain points (e.g., unclear process ownership, low user adoption, change fatigue, poor data quality), and desired outcomes.
• Collaborate with internal subject matter experts to design and propose comprehensive, customized business integration solutions, such as SAP program strategy and business case development, business process design and ownership, organizational change management and training, organizational design and role alignment, PMO and program governance, data governance and readiness, and benefits realization.
• Articulate the tangible value proposition of business integration and clearly position Pioneer as a complement to the client’s systems integrator: the systems integrator builds and configures SAP, and Pioneer ensures the business is ready to run on it, demonstrating clear ROI through stronger adoption, reduced program risk, and realized benefits.
• Lead the development and presentation of compelling proposals, statements of work, pitches, and presentations that resonate with executive-level business and technology stakeholders (e.g., COO, CFO, CHRO, CIO, transformation leaders) and represent Pioneer business integration solutions and capabilities.
• Strong deal building skills that deliver maximum revenue and margin, including structuring phased engagements that span program readiness, execution support, and post-go-live value realization.

Strategic Relationship Building

• Build and nurture strong, long-term relationships with key business and technology decision-makers and influencers within clients and target organizations nationwide.
• Act as a trusted advisor, understanding clients’ evolving business landscapes and SAP transformation journeys and proactively identifying opportunities to deliver further value.
• Stay informed about SAP market dynamics, industry trends, common causes of SAP program shortfalls on the business side, and competitor activities to refine sales approaches and add value to client conversations.
• Build and leverage relationships with SAP account teams and systems integrator partners to position Pioneer as the business integration partner on their clients’ SAP programs and to source and co-sell opportunities.
• Actively engage in SAP user groups (e.g., ASUG), professional networking organizations, industry communities, and business-sponsored events to strengthen Pioneer’s market presence.
• Represent the company at SAP and industry events (e.g., SAP Sapphire, ASUG chapter meetings, regional conferences) and host networking functions to expand our professional network and national market presence.

Lead Generation & Sales Growth

• Manage the entire sales cycle from lead generation to close, ensuring a robust and healthy national pipeline that is tracked in the Pioneer CRM system.
• Lead, develop, and execute strategic account plans at assigned clients to maximize client value and identify opportunities for expansion across business integration, organizational effectiveness, strategy and execution, and data analytics services.
• Develop and execute a consistent relationship management strategy (cold outreach, referrals, networking, co-selling with SAP and systems integrator partners, and strategic partnerships) to ensure pipeline health across multiple regions.
• Leverage existing relationships within the SAP customer and partner community to open new sales opportunities.
• Identify and qualify potential clients, positioning SAP business integration as the lead offering while connecting clients to the firm’s full range of consulting services.
• Work closely with marketing to develop targeted campaigns, case studies, webinars, and thought leadership on the business side of SAP transformation that attract and engage potential clients while utilizing own lead generation tactics.

Collaboration and Leadership

• Work closely with the VP of Sales, General Manager (GM), and solution/practice leaders to strategically pursue opportunities through smart, measured prospecting and strong relationship-building.
• Collaborate cross-functionally with delivery teams to scope engagements accurately, define clear boundaries with the client’s systems integrator, and ensure seamless transition from sales to project execution and client satisfaction.
• Contribute to the development of best practices in client development, SAP business integration go-to-market strategy, and sales methodologies.

Required Qualifications

Experience:

• 7+ years of progressive experience in business development, solution sales, and client relationship management, including at least 3 years selling consulting services into SAP or other ERP transformation programs (e.g., change management, process transformation, PMO, business advisory).
• Proven track record of consistently exceeding goals by closing complex, solutions-based consulting deals.
• Strong understanding of the SAP transformation lifecycle and its impact on business processes, roles, and decision-making, and of how systems integrators operate on SAP programs.
• Ability to clearly differentiate business integration from systems integration in client and partner conversations.
• Established network within the SAP ecosystem (SAP account teams, systems integrator partners, user groups) preferred.
• Management consulting sales experience preferred.
• Proven success in generating and managing a personal sales pipeline across a national territory.
• Experience with consultative and challenger selling methodologies.
• Proficient in CRM skills (HubSpot preferred) and Microsoft Office Suite.
• Able to travel nationally as needed to meet clients and attend industry events.

Key Client Development Skills:

• Client relationship management – Ability to engage executives and key business and technology decision-makers.
• SAP business fluency – Ability to speak credibly about how SAP changes the way a business operates and why business readiness drives program success.
• Self-motivated and results oriented – Able to work independently, drive execution, and deliver on expectations timely.
• Executive-level written & verbal communication – Strong storytelling and persuasive skills.
• Project & task management – Ability to track, prioritize, and execute multiple sales efforts across a national territory.
• Cross-functional collaboration – Works effectively with practice leads, marketing, delivery teams, and partner organizations.

Compensation & Benefits

Compensation for this role is a base salary of $120,000-150,000 plus uncapped commission. This is based on a wide array of factors unique to each candidate, including but not limited to skillset and years and depth of experience. This may differ from location to location. Bonuses and other incentives are awarded at the Company’s discretion and are based upon individual contributions. Pioneer is proud to offer a comprehensive benefits package that includes meaningful time off and paid holidays, parental leave, 401(k) including employer match, tuition reimbursement, and a broad range of health and welfare benefits including medical, dental, vision, life, long and short-term disability, etc.