SAP Ariba - Senior Account Executive - Paris, France M/F SAP Ariba - Senior Account Executive - Paris, France M/F Job
Paris, FR
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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.

The Procurement Solution Sales Executive is responsible for sales of SAPs market leading Procurement portfolio selling into the Large Enterprise (LE) sector.

Procurement is one of the most strategically important areas of opportunity for SAP Customers in the current economic climate.

As such SAP has made strategic investments in the Procurement portfolio over the last few years and has aggressive ambitions.

  • The role requires a best-in-class sales track record in selling software, ideally from a Procurement vendor or similar. A strong ERP sales;
  • background is also beneficial where Procurement is tightly linked to other business areas such as supply chain and finance.

    While SAP ERP has a very large installed base this role should be considered a new business role (Hunter). Selling both to loyal SAP LE customers and also into dormant installed base accounts.

    Candidates should be able to generate and close opportunities independently. The Procurement sales executive needs to create and implement a plan that generates 4x their quota in un-

    weighted pipeline opportunity and maintain 2x short-term cover of weighted pipeline and to achieve revenue targets.

    The Procurement AE is responsible for :

  • Achieving personal revenue targets
  • Acting as an evangelist for our Procurement solutions
  • Leveraging our strong partner and internal consulting channels
  • Harnessing company-wide marketing and demand generation activities
  • Maintaining internal CRM systems as the opportunity owner
  • Enabling wider Virtual Account Teams to assist in achieving personal targets
  • Driving sales opportunities within the defined territory, using value based sales techniques
  • Communicating with local and regional loB sales management
  • Closing sales opportunities to achieve quarterly targets.
  • Core competencies include :

  • High energy new business sales person, self starter
  • Excellent communicator, both written and spoken
  • Excellent internal and external profile with high degree of business acumen
  • Good understanding of the challenges and strategies of Chief Procurement Officers and Procurement solution landscape
  • Dynamic presenter with the ability to convey information to all levels of individuals
  • Highly trusted individual who maintains and expects high standards for self
  • Able to work across multi-functions / multi-individuals to achieve desired results
  • Education / Experience :

  • Degree-level education or higher
  • Minimum of 5 years over quota sales success selling software
  • Responsibility

  • Customer Interaction / Development of Sales Opportunities and Pipeline
  • Directly interact with customers and prospects to position the value of SAP’s Procurement Solutions and Services.
  • Generate and close sales pipeline.
  • Liaise with SAP AE on sales strategy and tactics to win.
  • Develop value based selling to ensure robust ROI.
  • Implement close plans which are shared with clients to ensure high conversion success rates.
  • Use of all available techniques and channels (including cold calling) to prospect new business.
  • Response to RFPs and RFIs as appropriate
  • Develop SAP’s sales capability

  • Develop own skills : Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serves as well as SAP products and services
  • Develop SAP’s skills : Prepare, and coach the Virtual Account Team such as Account Executives, Solution Engineers, Field Services, Partners and others to best position SAP in the account.
  • Share best practices and interact with regional and local SAP employees

    Maintain internal CRM and other systems

  • Abide by SAP’s internal CRM policies and communication with local and regional line of business sales management
  • Experience

  • Strong sales track record selling Procurement and ERP solutions
  • 2-5years experience in a large, multi-national software / technology organization
  • Extensive sales experience, a collaborative style and disposition and is capable of working in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships
  • Familiarity and in-depth knowledge of the software market for Procurement (competition, customers and partners)
  • Strong knowledge of Procurement Software Portfolio and supported business processes (SAP training will be given)
  • Ability to present complex information to customers and colleagues in a clear and appealing manner
  • Fluent English & French language skills are required in this role.

    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.

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