SAP

Ariba Network Senior Specialist (m/f/d)

SAP

July 22, 2021


Requisition ID: 291516
Work Area: Sales
Location: Walldorf, Munich, Frankfurt, Berlin, Hamburg, Paris, London, Madrid and every other SAP location in Europe
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time

ROLE DESCRIPTION

The Network Senior Specialist leads and supports the pipeline development, Client engagement and pursuit execution for SAP’s Logistic Business Network & Network Supply Chain Cloud products. This position will focus on 1 to 2 market unit regions, and is charged with obtaining prospect and customer commitment to SAP programs through the success planning process, which includes obtaining upfront executive alignment and stakeholder excitement, articulating product roadmap attributes, demonstrating strategic products at key channel master Clients, Trade Shows and Analyst briefings. This role partners, with commercial leadership to identify opportunities, create account strategies, ensure coverage of strategic opportunities, and execute product related presentation/demonstration materials for SAP Business Network centric strategic sales opportunities. While the role is not primarily a Solution Consulting role, its responsibilities will include a temporary responsibility to educate and support the general Solution Consulting Organization on the product of Logistics Business Network (LBN). This is a new product addition to the SAP Business Network portfolio which is targeted towards the areas of transportation management, tracking and tracing of in and out bound shipments and Carriers/Conveyance companies as trading partners.
Key tasks include:
  • Support & drive pipeline development and growth in the target region – partnering with regional sales VPs, AEs and Field Marketing in target regions. Accountable for demand program execution in Supply Chain Management/Logistics Business Network as the primary focus.
  • Focus on flawless execution of pursuits for opportunities in current and Q+1 and 2.
  • Assist in creating professional demonstration and “click-thru” demonstrations for LBN
  • Bring Supply Chain Management with associated best practices and Industry centric knowledge and processes to the front lines of the pursuits in target regions for training purposes – internally.
  • Drive productivity of field through tools, (re-usable) content, and transferring knowledge and best practices in communities of practice – especially in LBN.
  • Collaborate with ecosystem to close short-term revenue opportunities
  • Monitor and influence the execution against plans by other stakeholders such as sales
  • Act as trusted advisor for key customers during large “Channel Master” opportunities
  • Ensure the highest quality customer deliverables with compelling value propositions are delivered in every engagement

Preferred Competencies
  • Displays a strong understanding of best practice business processes related to Supply Chain Management/Logistics Orchestration.
  • Brings deep industry process knowledge and “speak” in Industrial Machinery & Components, High Tech, CPG, Pharma, Chemicals or Automotive
  • Ability to influences the opinions and decisions of clients using understanding of client’s organizational processes and best-in-class maturity
  • Displays proactive communication (i.e., face-to-face meetings and phone calls are more frequent than emails)
  • Speaks to and manages opportunities and accounts across all elements of a successful program (e.g., processes, systems, spend, structure, measures and incentives, people and culture)
  • Targets, cultivates, and manages high-level client relationships (e.g. C-level, VP, or Director) to build influence and can intervene when a manager needs a senior presence
  • Recognizes the service needs associated with a client-focused business model
  • Applies a broad knowledge of Procurement, Payables and/or Supply Chain applications/solutions
  • Familiar with the full spectrum of SAP Ariba’s services, as well as associated differentiators between Ariba’s and the competition’s offerings
  • Tailors selling approach for diverse customer groups

Preferred Qualifications
  • Experience in technology enabled business transformation projects
  • MBA or similar advanced degree
  • Demonstrated experience in successful service sales environment
  • Excellent written and verbal communication skills
  • Strong presentation and organizational skills
  • Strong leadership and people development skills
  • Strong business and financial acumen
  • Ability to work in a team environment and share best practices regularly
  • Adaptable management style to conform to the varied corporate cultures and organizational structures of our customers
  • Strong problem solving ability
  • The position will focus on customers located in Europe.

Minimum Qualifications
  • The ideal candidate will have deep experience in one or more of the following functional areas: Supply Chain Management, SAP centric MM, Transportation (SAP TM), Warehouse (EWM) and Logistics Management (LBN).
  • 5+ years Practical Materials Management, ex-SAP Consulting implementing the same processes.
  • Strategy consulting experience at senior manager or principal level
  • Ability to travel 40-60%


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