Work Area : Presales
Expected Travel : 0 - 50%
Career Status : Professional
Employment Type : Regular FullTime
SAP started in 1972 as a teamof five colleagues with a desire to do something new. Together,they changed enterprise software and reinvented how business wasdone.
Today, as a market leader in enterprise application software,we remain true to our roots. That’s why we engineer solutions tofuel innovation, foster equality and spread opportunity for ouremployees and customers across borders andcultures.
SAP values the entrepreneurial spirit,fostering creativity and building lasting relationships with ouremployees. We know that a diverse and inclusive workforce keeps uscompetitive and provides opportunities for all.
We believe thattogether we can transform industries, grow economics, lift upsocieties and sustain our environment. Because it’s the best-
runbusinesses that make the world run better and improve people’slives.
SAP Ariba is theleading provider of collaborative business commerce solutions.Ariba combines industry-leading software as a service (SaaS)technology to optimize the complete commerce lifecycle with theworld's largest web-
based community to discover, connect andcollaborate with a global network of trading partners and expertcapabilities to augment internal resources and skills, deliveringeverything needed to control costs, minimize risk, improve profitsand enhance cash flow and operations all in a cloud-
basedenvironment. Whether you’re buying, selling or managing cash, youcan do it more efficiently and effectively in the Ariba® CommerceCloud.
Over 300,000 companies, including more than 80 percent ofthe Fortune 500, use Ariba’s solutions to drive more efficientinter-enterprise commerce.
The Senior SolutionConsultant primary responsibility is to augment the sales effort byworking closely with the sales team in threeways :
Additional responsibilitiesinclude taking the lead in responding to functional RFxs andhelping the team build supporting ROI business cases for prospectsandcustomers.
Articulate and present Ariba’svalue proposition both verbally and in writing to C-levelexecutives
Deliver high-impact softwaredemonstrations to prospective customers that demonstrate how ourapplications help clients improve Spend Management performance andreduce cost
Identify specific customer needsthrough one to two day site surveys
Navigate andunderstand prospect’s or customer’s legacy IT environment andarchitect solutions that integrate with this legacyenvironment
Lead sales teams that conductopportunity assessments
Reduce the length of thesales cycles by answering functional questions regarding Ariba’ssoftware and how it integrates with the prospects’ overall solutionarchitecture
Lead development of customerspecific proofs-of-concept of software features andfunctionality
Work closely with AccountExecutives to develop and execute on accountstrategies
Create powerful visual presentationsand winning proposals
Builds relationships withkey buying influences across the executive, management and end usercontacts.
Understands the working styles andneeds of individuals (e.g. customers and team members) and usesknowledge to ensure effective and timely delivery of deliverables(demonstrations, RFPs, etc).
Tailors sellingapproach to the unique needs / concerns of eachcustomer.
Displays deep knowledge of thecustomer’s processes (e.g. Procurement, Sourcing, Accounts Payable,Finance).
Acts as the voice of the customer andsales liaison to Product Management, Product Development, andProduct Strategy
Create whitepapers as requiredin response to competitive situations and needs / concerns of thecustomer
Supports the selling efforts of theAccount Executives / Managers, Sales Group Directors, and GeneralManagers in order to more efficiently drive the salesprocess
Previous experience leading a traditionalsales cycle
ERP / sourcing / Procurement experiencepreferred
Strong sales support skills, customerservice skills and commercial instinct
Ability towork well in a collaborative teamenvironment
5 + yearsof professional work experience (preferably sales, sourcing, orprocurement industry)
Ability to travel up to40%
WHAT YOU GET FROM US
Success is what you make it. At SAP, wehelp you make it your own. A career at SAP can open many doors foryou. If you’re searching for a company that’s dedicated to yourideas and individual growth, recognizes you for your uniquecontributions, fills you with a strong sense of purpose, andprovides a fun, flexible and inclusive work environment applynow.
To harness the power ofinnovation, SAP invests in the development of its diverseemployees. We aspire to leverage the qualities and appreciate theunique competencies that each person brings to thecompany.
SAP is committed to the principles ofEqual Employment Opportunity and to providing reasonableaccommodations to applicants with physical and / or mentaldisabilities.
If you are in need of accommodation or specialassistance to navigate our website or to complete your application,please send an e-
mail with your request to Recruiting OperationsTeam(Americas : Careers.NorthAmerica sap.com or Careers.LatinAmerica sap.com,APJ : Careers.
APJ sap.com,EMEA : Careers sap.com).
Successful candidates might be requiredto undergo a background verification with an externalvendor.