Job Description

Requisition ID:221540
Work Area: Presales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Hiring Manager: Justin Zhou

Recruiter Name: Stella Lin


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.

Job Title: SAP Ariba- Sr. Presales Consultant

Expected Travel: 40%

Employment Type: Full Time

Company Description:
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.

The SAP ARIBA and SAP FIELDGLASS Culture Values:

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.

Position Description:

The Presales Expert primary responsibility is to augment the sales effort by working closely with the sales team

Listening to customers' and prospects' Business Commerce and Spend Management problems and needs

Leading compelling, customized Ariba product demonstrations

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

Work closely with Account Executives to develop and execute on account strategies

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

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).

Identifies opportunities for expanding usage and obtains customer advocacy.

 Preferred Qualifications

Bachelor’s Degree

ERP/ sourcing/Procurement experience preferred

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

Ability to work well in a collaborative team environment

Strong sales support skills, customer service skills and commercial instinct


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