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SAP Ariba - Solution Sales Manager Job

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Date: Aug 14, 2019

City: Bangalore, KA, IN

Company: SAP

 

 

Requisition ID: 211283
Work Area: Sales
Expected Travel: 0 - 70%
Career Status: Management
Employment Type: Regular Full Time

COMPANY DESCRIPTION
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.

SAP Ariba is the leading provider of collaborative business commerce solutions. SAP Ariba combines industry-leading technology with the world's largest web-based trading community to help companies discover, connect, and collaborate with a global network of partners - all in a cloud-based environment. Using the Ariba Commerce Cloud, businesses of all sizes can buy, manage cash, and sell more efficiently and effectively. More than 500,000 companies around the globe use the Ariba Commerce Cloud to simplify inter-enterprise commerce and enhance results.

 

The SAP ARIBA and SAP FIELDGLASS Culture Values:

SAP Ariba and SAP Fieldglass strongly values being recognized as a customer-centric driven organization. Our #BeREAL Program ensures that all SAP Ariba and SAP Fieldglass employees factor optimizing the customer experience into every business decision they make.

What exactly does #BeREAL stand for? The R equals responsiveness to customers (including SAP Ariba colleagues), the E relates to empathy with understanding the culture of our customers and their business objectives, the A signifies being aligned with your SAP Ariba colleagues to deliver the best customer experience, and the L acknowledges that we lead our customers to realize value through our expertise.

To become a part of the SAP Ariba and SAP Fieldglass team, we ask all applicants to share experiences that embody the #BeREAL Commitment.

 

Key Areas of Responsibility and Tasks

Reporting to the Head of SAP Ariba, the primary purpose of Solution Sales Manager, is to lead, drive, manage, coach and develop a team of Solution Sales Executives towards targeted revenue and pipeline growth through structured programs. This is accomplished by utilizing management skills, relevant processes, and training towards the achievement of all sales and quality targets in line with the business objectives. The position also serves as the primary escalation point when necessary for SAP Ariba Sales activities: 

Participates in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team.

Manages the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals.

Participates in regular business review meetings or forecast calls

Provides feedback to Field Management on engagement level with Solution Sales Team

Assesses the overall performance of the team with respect to the goals/KPIs and its own revenue target

Works with marketing and field sales management to understand and implement initiatives with Solution Sales requirements.

Drives and coordinates with field management team to develop pipeline, revenue, and demand management

Provides feedback on initiatives executed to enable continuous program improvement.

 

Experience Requirements 

15+ years’ experience in primarily in application software sales (Cloud/SaaS preferable)

Demonstrated experience leading & coaching teams of direct sales professionals

Strong understanding of the Indian market and an established network of ‘C’ level executives in the Indian market.

Good understanding of various industry segments like manufacturing, professional services, BFSI etc.

Domain experience in sourcing, procurement or supply chain solution

Extensive sales experience with business applications and/or IT solutions; experience selling to CXOs

Collaborative style and ability to work in a networked organization with virtual teams

Ability to work cross functionally; Presales, Marketing, Partner org, Implementation

Proven track record of capturing and growing customer and market share in a profitable manner

Fluent in English

 

Education

Bachelor’s degree in related fields (Business / Engineering or Technology), MBA.

 

Board Area / Lob Specific Key Success Factors (Quantitative and Qualitative)

Consistently meet or exceed revenue targets

Identify necessary pipeline coverage for team members to achieve quota targets

Achieve linearity monthly according to guidelines

Internal & external customer satisfaction

Knowledge of solution portfolio

Leadership and team building; performance management

Territory planning ability to identify & prioritize opportunities

Product knowledge of the emerging solution

Able to articulate to potential customers the business value of an investment

Work under pressure and dealing with ambiguity

Dealing with internal and external customers (team player)

 

Customer/Partner Interactions 

External:

Customers: End users, managers/analysts, CXOs, all LOBs

Partners (channels, alliances, integrators, etc.)

 

Internal:

SLT, ELT and other management teams

Contracts/Legal, Ops, FS, F&A, Pricing

Presales, Value Advisor, Solution Advisor, Industry Advisor

 

Location: Mumbai, Delhi, Bangalore

 

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
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 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.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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