Job Description

Requisition ID: 211341
Work Area: Presales
Expected Travel: 0 - 10%
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.

Job Description Overview
Intelligent Source to Pay Executive, APJ
A recognized leader in intelligent procurement, SAP has been helping customers digitally transform their source-to-pay function for decades.  To conceive, plan and execute procurement transformation, it requires buy-in not only from the business, but also IT.  The Intelligent Source to Pay Executive plays a critical role in the growth of business by winning the heart and mind of the CIO by achieving the following:
• Educate, clarify and then tailor the SAP Procurement solution landscape to a customer’s existing technology landscape and IT strategy with the goal of getting IT’s buy-in to the right mix of S/4 Hana, Integrated Business Planning, SAP Ariba, SAP Fieldglass and SAP Concur.
• Differentiate SAP’s Procurement suite of solutions based on the Leonardo capabilities that are core to our intelligent enterprise innovation agenda: artificial intelligence, machine learning, IOT, blockchain, neural networks, etc.
• Educate and overcome typical objections around SAP’s cloud agenda, including integration, data security and privacy, extensibility and performance
• Tailor the value proposition for procurement transformation to the CIO’s office, including IT TCO reduction, cloud extension, risk mitigation, and business performance improvement.
• Establish early credibility through customer stories, benchmarks/soundbites and case studies tailored to IT’s pains and challenges.
• Achieve breakthrough acceleration of deals through customer innovation days and design thinking workshops
A critical element to this role is also the education and alignment with SAP GCO stakeholders around the right SAP Procurement solution strategy to position into our install base.  This will be achieved through internal enablement sessions, account planning sessions, demand generation councils, deal reviews and relationship management.  In addition, the role will also require participation and input to co-sell sales cycles (with S/4HANA) into Net New Name accounts.
This role requires deep competency in domain areas of a) Procurement, Supply Chain and Finance, b) Functional capabilities of S4/HANA, IBP, SAP Ariba, Fieldglass and Concur, c) Customer CXO conversation around industry context, strategic and financial impact possibilities of transformation d) effective GCO stakeholder networking & influencing.
Duties and Responsibilities:
• Participate in GCO DG Council, Industry Summits, Sales/VAT Enablement, Account Planning Meetings and Deal Clinics for Top Accounts to educate, evangelize Business Value Proposition.
• Ensure that the engagement team of Key deals include the experts of all LoBs during a joint Discovery exercise and Solution Recommendation includes all aspects of SAP Solutions.
• Engage with owners of global deals with comprehensive footprint (Multiple LoB solutions) to understand value, collaboration, customer feedback and bring these learning to APJ sales cycle.
• Participate in Large Deal sales cycles to position initial value, final recommendations etc.
• Participate in Customer Meets, Industry meets and external forums to reinforce comprehensive business value of SAP.
• Advise DG Council on best ways to take the value message to the market.
• Share SAP procurement roadmaps with partners
Preferred Competencies
• Displays a strong understanding of best practice business processes related to Procurement, Supply Chain and Finance
• Understanding of Technologies/ Architecture including S4/HANA, IBP, SAP Ariba, Fieldglass and Concur
• Ability to build relationship with an

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