2 hours
2018-08-162018-09-14

Presales Senior Solution Consultant (SAP Ariba) Job

SAP
  • Job Code
    184972
Presales Senior Solution Consultant (SAP Ariba) Job

Presales Senior Solution Consultant (SAP Ariba) Job

Date: Aug 13, 2018

City: Washington D.C., DC, US

Company: SAP

Requisition ID: 184972
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.

Title: Presales Senior Solution Consultant

Department: SAP Ariba | Procurement and Business Network LoB

Location: Home Office (North East US preferred)

Reports To: Senior Director, Solution Consulting –US East

FLSA Status: Exempt

 

Job Description Overview

SAP Ariba is the leading provider of collaborative business commerce solutions. SAP Ariba combines industry-leading software as a service (SaaS) technology to optimize the complete commerce lifecycle with the world's largest web-based community to discover, connect and collaborate with a global network of trading partners and expert capabilities to augment internal resources and skills, delivering everything needed to control costs, minimize risk, improve profits and enhance cash flow and operations – all in a cloud-based environment. Whether you’re buying, selling or managing cash, you can do it more efficiently and effectively in the SAP Ariba® Commerce Cloud. Over 300,000 companies, including more than 80 percent of the Fortune 500, use SAP Ariba’s solutions to drive more efficient inter-enterprise commerce.

 

The Presales Senior Solution Consultant 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/Supply Chain Management problems and needs
  • Communicating SAP Ariba's vision for Better Business Commerce and Spend/Supply Chain Management via the Ariba Commerce Cloud
  • Leading compelling, customized SAP Ariba product demonstrations

 

 

Duties and Responsibilities 

  • Deal Support:
    • Compose and deliver sales presentations covering SAP Ariba to prospective customer audiences. The presentations must articulate the sales message, differentiate SAP Ariba, and leave a strong and positive impression to audiences which can include senior company executives.
    • Prepare and deliver software demonstrations in support of sales cycles. Preparation includes personalization of demos to meet the needs of prospective customers and personalization of demos to ensure delivery of a simple, appealing and compelling presentation.
    • In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer to identify and understand key pain points which will determine the value drivers and solution enablers for the presentation.
    • Tailors presentations to the unique needs/concerns of each customer, with the goal of being memorable while reinforcing the business value of SAP.
    • Stay up to date with the latest SAP Ariba solutions (apps and network) as well as industry trends. Maintain a close understanding and appreciation of competitive solutions.
    • Lead teams of presales specialists on larger sales cycles.
    • Demonstrate advanced knowledge of SAP Ariba and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.  This includes the full Source-to-Pay lifecycle, including Supply Chain.
    • Complete sections of SAP Ariba responses to RFIs and RFPs.
    • Support business case preparation as it relates to the deal.
    • Post-sale, communicate the business requirements to the project/implementation team to ensure a smooth transition.
    • Participate in the Procurement Solution Hub and contribute to EMEA opportunities when needed.
  • Demand Generation:
    • Collaborate with sales teams to participate in various one-to-many lead generating activities.
    • Participate in marketing events such as SAPPHIRE, Ariba Live, SAP Insider, and conferences for specific industries or solution areas.
    • Support other marketing activities, including presenting at events for the solution, developing reference customers, competitive positioning and analysis
    • Be proactive in identifying and supporting marketing opportunities such as local user groups to help develop customer references
    • Develop and execute business development initiatives working with partners where appropriate including working with partners
    • Collaborate with the sales team to identify whitespace opportunities at accounts

 

  • Sales Readiness:
    • Collaborate with sales teams to plan account strategies through participation in informal and formal account reviews.
    • Develop close relationships with SAP Ariba sales team and the wider sales teams in order to promote effective sales methodologies and the introduction of new products.
    • Participate in demo system design and planning and assist in configuration if needed.
    • Participate in new product release input, testing and training of peers.
    • Serve as a champion of SAP Ariba and provide knowledge transfer to colleagues as needed.
    • Share in-depth knowledge and experience with direct team to enable decision-making and provide innovative solutions to complex business issues

 

Education and Qualification/Skills and Competencies

 

  • Bachelor degree equivalent – minimum requirement

 

Work Experience

 

  • 5+ years of presales experience
  • 3 -5 years of solution specialist (or equivalent customer facing) experience in areas appropriate to the job
  • Demonstrates 5-7 successful engagements leading small teams on small to mid- sized deals
  • Expert knowledge/expertise on end to end processes/solution matching
  • Experience in sales and sales processes
  • Excellent presentation and communication skills and fluency in written and spoken English

 

 

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.

 

 

 

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 interested in applying for employment with SAP and 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: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Successful candidates might be required to undergo a background verification with an external vendor.
Additional Locations: Virtual - USA

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