Job Description

Requisition ID: 224464
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time

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.

Company Description
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 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 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.
Job Description Overview

  • Deliver on sales targets.
  • Build and maintain pipeline of min 4 times cover.
  • Leverage and lead the sales support team through campaigns to close Ariba deals.
  • Identify top target accounts with highest win probability for Ariba in the assigned territory.
  • Work with CEO/ CXO Level executives and collaborate to a joint outcome of customer business transformation.
  • Establish yourself as a valued member of the broader SAP sales team through collaboration and the support of joint sales goals.
  • Maintain opportunity information in CRM and report accurate sales forecasts.
  • Mentor and develop sales associates as part of your development.

Competencies of the outstanding candidate

  • Lead the sales process and close net new deals with key enterprise accounts.
  • Research industry challenges, competitive landscape, performance on key business metrics, global benchmarks of the prospect to identify opportunities and to quantify business benefits.
  • Strong track record in achieving sales targets in a new SW sales role. 
  • Hunter’s instinct – surgical deal qualification, control over deal and effective deal closure
  • Domain knowledge of procurement to be able to speak to CPO
  • Strong communication and presentations skills
  • Ability to work with ease in a complex environment with multiple stakeholders
  • Exceptional communication and presentation skills
  • High energy, passion and drive to win.
  • Minimum 5+ years of solid solution sales experience relevant to job.
  • Demonstrated consistency in career.
  • Drive the commercial process with the customer following an agreed close plan.


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