SAP Ariba - Senior Solution Sales Executive - Thailand Job

Job Description

Requisition ID: 258975
Work Area: Sales
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.

The SAP ARIBA AND SAP FIELDGLASS CULTURES VALUE:

SAP Ariba and SAP Fieldglass strongly values being recognized as a customer-centric driven organization. Our #BeREAL Program ensures that all SAP Ariba and SAP Fieldglass employees factor optimizing the customer experience into every business decision they make.

What exactly does #BeREAL stand for? The R equals responsiveness to customers (including SAP Ariba colleagues), the E relates to empathy with understanding the culture of our customers and their business objectives, the A signifies being aligned with your SAP Ariba colleagues to deliver the best customer experience, and the L acknowledges that we lead our customers to realize value through our expertise.

To become a part of the SAP Ariba and SAP Fieldglass team, we ask all applicants to share experiences that embody the #BeREAL Commitment.

ROLE DESCRIPTION

The primary role of an SAP Spend Management Senior Solution Sales Executive is to achieve the overall revenue goal from the assigned territory. This includes:

1. Understanding the challenges of prospects and customers in the territory
2. Developing and executing a territory plan
3. Identifying and qualifying opportunities
4. Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

EXPECTATIONS AND TASKS

It is expected that the Senior Solution Sales Executive be adept at creating and looking after senior executive relationships on their own, while positioning the SAP Ariba executives and broader account team at appropriate stages of the engagement. In that capacity, the Senior Solution Sales Executive must:

• Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
• Build relationships with the broader SAP organization and collaborate on account planning and execution of multi-LOB opportunities
• Drive initial introduction meetings with customers to establish themselves as a spend management advisor
• Lead efforts to establish and develop market share and revenue attainment within named accounts
• Develop best practices in securing expansion opportunities across named accounts

WORK EXPERIENCE

• Finance or procurement (on the customer side) or pre-sales/solution consulting or sales for spend management solutions (on the seller side)
• Account management in key accounts segments across multiple industries
• Complex sales engagements which involve territory planning, account planning, and opportunity planning responsibilities
• Deal crafting and complex deal structuring for large-value opportunities
• Collaborating with large, diverse virtual account teams working on a large scale, multi-LOB opportunities especially in conglomerate accounts
• Stakeholder management experience across C-level executives, B-level managers, and end-users

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Bachelor’s degree in related fields (Business / Engineering or Technology)
• Ability to identify, qualify, and prioritize opportunities and related tasks
• Knowledgeable in using value-selling processes and methodologies
• Strong financial and business acumen and ability to relate spend management solutions with financial impact and business outcomes
• Ability to tailor, articulate, and clearly relay messages relevant to each target audience/receiver of information
• Ability to work across diverse teams, skillsets, and experience
• Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
• Ability to develop relationships with both external and internal stakeholders
• Problem-solving and consultative selling skills
• Thoroughness and attention to relevant details
• Multi-tasking and time-management skills to manage parallel opportunities
• Sincerely passionate about customer success, customer delight, and long-term customer relationships
• Outcome focused and not role or designation focused
• Continuous learner
• Thorough, deliberate and structured
• Strong sense of accountability
• Strong belief in maintaining integrity in selling

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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