SAP SAP Ariba - Director, Services Sales Job in Pittsburgh, Pennsylvania
Requisition ID: 198087
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time
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SAP Ariba – Director, Services Sales
Team: Strategic Industries
Location: Northeast Region Preferred
SAP Ariba Services Sales has an exciting and rewarding career opportunity for a professional with 3 to 5 years of SAP Ariba senior level implementation experience, service sales and/or sales experience. This opportunity is geared toward managing a territory of accounts with a path to becoming SAP’s next generation of Services Leadership.
The primary goal of the SAP Ariba Services Sales executive (SSEM – Services Sales Engagement Manager) position is to achieve and exceed an overall services bookings quota for the SAP Ariba Line of Business (LOB). The SAP Ariba SSEM is expected to develop a territory plan containing white space, pipeline targets, and actions plans to identify pipeline and convert pipeline into sales. The SAP Ariba SSEM is expected to work closely with the SAP Ariba Sales Organization as well as Value Engineering, Value Realization, Solution Optimization, Value Organization, SAP License Sales and SAP Service Sales colleagues to help the SAP Ariba LOB close software related transactions deals and delight customers.
The SAP Ariba SSEM must have a good command of the sales process and be able to progress an opportunity through each stage in the sales cycle for a successful close. This requires the SAP Ariba SSEM to act as a trusted business advisor by researching a customer’s situation, conducting a customer discovery sessions, evaluating fit to SAP Ariba and SAP solutions and services, and communicating value to customers and prospects as trusted business advisor. The SAP Ariba SSEM must utilize all of the resources available to generate demand, progress the lead through the customer decision process and contract negotiation, and close the deal. This requires skills in understanding customer political map and decision process and ability to identify and utilize champions to progress the deal forward.
Additionally, the SAP Ariba SSEM must be a self starter, highly motivated to research a customer’s situation and industry in order to prepare for meetings, continuously review and update territory and opportunity plans, fully understand Ariba’s implementation approach for scoping activities and have the leadership to leverage the SAP and SAP Ariba Line of Business assets available.
Responsibilities include: Developing a territory plan, leveraging all assets available (e.g. lines of service, marketing, delivery) to drive pipeline and close opportunities, ensure pipeline has ample coverage of territory and the breadth of SAP Services’ entire portfolio of products and services. To this end, the SAP Ariba SSEM will be responsible for developing and maintaining relationships with new and existing customers in order to assist customer achieve strategy by leveraging SAP Ariba Services. The SAP Ariba SSEM must have a good command of the customer decision process and be able to understand and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through the sales cycle. The SAP Ariba SSEM must continuously update forecast and territory plan.
Qualifications for the SAP Ariba SSEM role :
The ideal candidates would possess the following skills:
• Minimum 3 to 5 years track record of SAP Ariba senior level implementation experience, service sales and/or sales success in business to business selling
• Professional presence to prepare and conduct discovery sessions, write and present proposals to clearly articulate implementation strategy, and write, present and negotiate Statement of Work with customers.
• Ability to develop and maintain a territory plan to build pipeline
• Proven experience with identifying opportunities managing them through sales process to close
• Lead and influence internal teams to drive pipeline and close deals
• Able to research and understand customer business pains and tie to SAP Cloud Services portfolio and associated value propositions
• Able to apply the principles of value based selling throughout a sales cycle
• Knowledge of SAP Ariba solutions, the Business Network and its products & solutions is preferred or demonstrated ability to be a fast learner of SAP and the SAP Ariba portfolio and value propositions
• Excellent interpersonal and communication skills
• A passion for selling and winning
• Motivated self starter who learns and can adapt quickly to drive results and accepting increasing levels of responsibility.
• Exceptional problem solving, communication and analytical skills
• Able to adapt and function effectively in a fast-paced, changing environment
• Well rounded understanding of broad range of businesses and industries
• Be viewed as a trusted advisor internally and externally.
Travel Requirements: 40-60%
The SAP ARIBA #BeREAL Pledge
SAP Ariba strongly values being recognized as a customer-centric organization. We’ve created our #BeREAL pledge to ensure that all SAP Ariba employees factor optimizing the customer experience into every business decision that 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 team, we ask all applicants to share experiences that embody the #BeREAL pledge.”
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Successful candidates might be required to undergo a background verification with an external vendor.