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The Role
As a Senior Solution Advisor you will utilize SAP technology to amaze our customers by realizing their vison and solving their most complex problems. As a specialist in the Intelligent Spend space you will focus on one or more of the following areas:
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 SAP Business Network
Leading compelling, customized SAP Ariba product demonstrations
Leading our response to functional RFxs and helping the team build supporting ROI business cases for prospects and customers
Mentoring and coaching SAP’s implementation partners in telling value stories
Supporting demo landscape and enabling partner consultants on leveraging demo content
As the solution expert, you will:
Articulate and present SAP 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 and Supply Chain performance and reduce cost
Identify specific customer needs through discovery calls and onsite workshops
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
Reduce the length of the sales cycles by answering functional questions regarding SAP 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
Work closely with Account Executives to develop and execute on account strategies
Create powerful visual presentations and winning proposals
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).
Tailors selling approach to the unique needs/concerns of each customer.
Displays deep knowledge of the customer’s processes (e.g. Supply Chain, Procurement, Sourcing, Accounts Payable, and Finance).
Acts as the “voice of the customer” and sales liaison to Product Management, Product Development, and Product Strategy
Create “whitepapers” as required in response to competitive situations and needs/concerns of the customer
Supports the selling efforts of the Account Executives/Managers, Sales Group Directors, and General Managers in order to more efficiently drive the sales process
Identifies opportunities for expanding usage and obtains customer advocacy.
Previous experience leading a traditional sales cycle
All other duties assigned
Experience:
3+ years of professional work experience (preferably presales, sourcing, procurement, AP/Finance, or supply chain industry)
2+ years customer-facing or leading project management experience
Extensive knowledge/background in Procurement end-to-end business processes
Superior presentation and written communication skills
Bachelor’s Degree in technical, supply chain or business disciplines
Supply Chain Planning and Execution experience preferred
Sourcing, Procurement, AP/Finance, ERP experience preferred
Strong sales support skills, customer service skills and commercial instinct
Ability to work well in a collaborative team environment
Strong executive presence
Education:
Bachelor equivalent: preferred
Master equivalent: optional
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Dallas
Fort WorthJob Segment:Cloud, Supply Chain, Supply Chain Manager, ERP, Accounts Payable, Technology, Operations, Finance
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