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SAP Ariba Services Leader Job Otro

de Busqueda reservada en Estado de Mexico
Publicado el 08-09-2016 en Otros

Requisition ID: #
Work Area: Consulting and Professional Services
Expected Travel: 0 – 10%
Career Status: Management
Employment Type: Regular Full Time

As market leader in enterprise application software, SAP helps companies of
all sizes and industries innovate through simplification. From the back office
to the boardroom, warehouse to storefront, on premise to cloud, desktop to
mobile device – SAP empowers people and organizations to work together more
efficiently and use business insight more effectively to stay ahead of the
competition. SAP applications and services enable customers to operate
profitably, adapt continuously, and grow sustainably.
Ariba Professional Services has an exciting and rewarding career opportunity
for a professional with 3 to 5 years of service sales and/or sales experience.
This opportunity is geared toward managing a territory of accounts with a path
to becoming SAP’s generation of Cloud Leadership.
The primary goal of the Ariba Business Network Cloud SSEM position is to
achieve and exceed an overall services bookings quota for the SAP Cloud
Procurement Services LOB within the Ariba Business Network Group.  The Cloud
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 Cloud SSEM is expected to work closely with the Ariba Business
Network Sales Organization as well as Regional Sales and Service Sales
colleagues for these activities to help the Business Network Sales
Organization close software related transactions deals.
The Cloud 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 Cloud SSEM to research a customer’s situation,
conduct a customer discovery sessions, evaluate fit to SAP solutions and
services, and communicate value to customers and prospects as trusted business
advisor.  The Cloud 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 Cloud 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 Ariba Business Network assets available.
Responsibilities include:  Developing a territory plan, leveraging all assets
available ( 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
Cloud SSEM will be responsible for developing and maintaining relationships
with new and existing customers in order to assist customer achieve strategy
by leveraging SAP Services. The Cloud 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 sales cycle.  The Cloud SSEM must continuously update forecast and
territory plan.
Qualifications for the Ariba Business Network SSEM role:
The ideal candidates would possess the following skills:
-Minimum 3 to 5 years track record of service sales and/or sales success in business to business selling
-Professional presence to prepare and conduct discovery sessions with customers
-Able 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 the principles of value based selling throughout a sales cycle
-Fast learner of SAP and Ariba Business Network portfolio and value propositions
-Excellent interpersonal and communication skills
-A passion for selling and winning
-Motivated self starter who learns and can adapt quickly
-Exceptional problem solving, communication and analytical skills
-Able to adapt and function effectively in a fast-paced, changing environment
-Knowledge of SAP / Ariba Business Network and its products & solutions is preferred
-A record of taking initiative (self-starter), driving results, and accepting increasing levels of responsibility;
-Well rounded understanding of broad range of businesses and industries
We recognize SAP is a fast paced, innovative environment and we have crafted a
formal on boarding program.   This innovative program is part of SAP‘s
Services Sales organization and was established to rapidly introduce our new
Cloud SSEM to the SAP’s sales methodology, messaging, products, solutions and
services portfolio. Additionally, this on boarding program will provide the
Cloud SSEM with a community and network of professionals that they can
leverage for their success.    This program is designed for highly qualified
and motivated sales individuals skilled in areas relevant to SAP’s strategy.
The program includes completing an intense Services Sales curriculum within
the first 90 days of employment.  This program, a mixture of classroom and
shadowing, will enable and confirm sales skill readiness and will include:
-Business to business selling against OD Service
-Territory planning and pipeline building
-Discovery call planning and practicing
-Lead generation and qualification
-Introduction to SAP Products, Solutions and Services Portfolio
-SAP resources to assist in demand generation and close process
-Value based selling techniques
-SAP organization structure and go to market strategy
-SAP deal execution processes and tools
-SAP compensation plans and how to maximize your contribution
Travel Requirements: 40-50% travel may be required
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: Careers.NorthAmericasap or
Careers.LatinAmericasap, APJ: Careers.APJsap, EMEA: careerssap). Requests for
reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection

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