Presales Senior Specialist (SAP Ariba) Job

Job Description

Requisition ID: 229374
Work Area: Presales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

SAP Ariba is the leading provider of collaborative business commerce solutions. SAP Ariba combines industry-leading technology with the world's largest web-based trading community to help companies discover, connect, and collaborate with a global network of partners - all in a cloud-based environment. Using the Ariba Commerce Cloud, businesses of all sizes can buy, manage cash, and sell more efficiently and effectively. More than 500,000 companies around the globe use the Ariba Commerce Cloud to simplify inter-enterprise commerce and enhance results.

PURPOSE AND OBJECTIVES

The Presales senior specialist primary responsibility is to augment the sales effort by working closely with the sales team in three ways:

• Listening to customers' and prospects' Business Commerce and Spend Management problems and needs
• Communicating Ariba's vision for Better Business Commerce and Spend Management via the Ariba Commerce Cloud
• Leading compelling, customized Ariba product demonstrations

Additional responsibilities include taking the lead in responding to functional RFxs and helping the team build supporting ROI business cases for prospects and customers.
EXPECTATIONS AND TASKS

• Articulate and present Ariba’s value proposition both verbally and in writing to C-level executives
• Deliver high-impact software demonstrations to prospective customers that demonstrate how our applications help clients improve Spend Management performance and reduce cost
• Identify specific customer needs through one to two day site surveys
• Navigate and understand prospect’s or customer’s legacy IT environment and architect solutions that integrate with this legacy environment
• Lead sales teams that conduct opportunity assessments
• Reduce the length of the sales cycles by answering functional questions regarding Ariba’s software and how it integrates with the prospects’ overall solution architecture
• Lead development of customer specific proofs-of-concept of software features and functionality
• Work closely with Account Executives to develop and execute on account strategies
• Create powerful visual presentations and winning proposals
• Builds relationships with key buying influences across the executive, management and end user contacts.
• Understands the working styles and needs of individuals (e.g. customers and team members) and uses knowledge to ensure effective and timely delivery of deliverables (demonstrations, RFPs, etc).
• Tailors selling approach to the unique needs/concerns of each customer.
• Displays deep knowledge of the customer’s processes (e.g. Procurement, Sourcing, Accounts Payable, Finance).
• Acts as the “voice of the customer” and sales liaison to Product Management, Product Development, and Product Strategy
• Create “whitepapers” as required in response to competitive situations and needs/concerns of the customer
• Supports the selling efforts of the Account Executives/Managers, Sales Group Directors, and General Managers in order to more efficiently drive the sales process

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelor’s Degree
• ERP/ sourcing/Procurement experience preferred
• 2+ years of presales or consultant experience
• 2 -5 years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
• Strong sales support skills, customer service skills and commercial instinct
• Ability to work well in a collaborative team environment
• Strong executive presence
• English: advanced
• Business level local language: expert
• Ability to travel up to 50%

WORK EXPERIENCE

• 5 + years of professional work experience (preferably sales, sourcing, or procurement industry)

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now .

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: [email protected] or [email protected] , APJ: [email protected] , EMEA: [email protected] ).

Successful candidates might be required to undergo a background verification with an external vendor.

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