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SAP Ariba Senior Customer Engagement Executive - Saudi Arabia Job

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Date: Dec 6, 2018

City: Riyadh, 01, SA

Company: SAP

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.

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.

Role Description:

The Customer Engagement Executive (CEE) at this level is a functional leadership role closely aligned with the regional and senior management of Cloud customer accounts, including account management strategies as well as engagement and expansion plans to ensure profitable growth within the customers in the region.

The Senior Customer Engagement Executive (CEE) has overall responsibility for the daily management of assigned Cloud customer accounts, including account management strategies as well as engagement and expansion plans to ensure profitable growth within these customers. The focus of this position is twofold, to maximize the value that customers and SAP receive through adoption and use of the Network and to ensure that the customers deploy and use of all of their entitled subscription software. The Senior CEE is expected to serve as the primary point of contact for the customer and to maintain customer satisfaction through issue mitigation and escalation management. The Senior CEE is responsible for retention of the revenue associated with customers within their portfolio, effective positioning of the specific Line of Business value proposition in order to leverage adoption of our solutions and services necessary to support the customer. Most Senior CEEs are field-based and will be assigned to multiple customer accounts according to the needs of the Market Unit.

This role requires a senior professional with the expertise and experience to help assigned Customers to maximize the value that they receive through adoption and use of the Network and to ensure that the customers deploy and use of all of their entitled subscription software. The role, by design, is cross functional and will align with leadership across the CVO (Customer Value Organization) and SAP.

Expectations & Tasks:

• The Customer Engagement Executive at an Expert level works in partnership with the CVO Regional Vice President responsible for our geographic and strategic industry customers to develop and improve the Network competencies, transfer knowledge and improve network skills of the Customer Engagement Executives.

• Development and management of forecasting, account penetration plans, and customer engagement plans that will deliver business outcomes.

 

• Conducts customer business and opportunity diagnostics to analyse business case drivers, to identify program risks and to establish action plans that deliver near term results and continue to improve CVO business processes related to our network value proposition

• Work with the Regional Vice President and Customer Engagement Executives to develop and execute quarterly plans that improve Spend adoption and SMPP yields across assigned customer portfolio.

• Develops and maintains customer program reporting to communicate progress and to help govern the relationship with customer, CVO and SAP executive sponsors.

• Develops deep relationships with key decision makers and executive sponsors within the Customer’s Accounts Payable, Treasury, IT and Procurement Organizations and participate in quarterly CRR review meetings with the Vice President.

• Responsible for knowledge management, best practices and leading business commerce enablement strategies specific to the Ariba Network value proposition.

• Oversees and validates network flight plans for assigned customers working in conjunction with the Customer Engagement Executive and GCO account executives.

• Assists customers with transformational change by facilitating and coordinating cross functional involvement with CVO solutions consulting, services delivery and business commerce enablement teams as required

• Work with the Customer Engagement Executives to develop and implement account strategies and implementation plans that further existing account adoption and identify new business opportunities within assigned accounts.

 

These plans should:

• Increase spend under management, network adoption, transaction volume and trading relationships on the Network

• Ensure rapid adoption and enablement of solutions that drive network value for the customer

• Expand business process automation across the specific Line of business applications

• Increase the customer’s usage of their contracted cloud applications up to and beyond the entitlements that they have.

• Track SLA performance and overall customer satisfaction

• Meet or exceed account-specific revenue and profitability goals for account portfolio including but not limited to renewals, subscription software expansion, and network revenue growth.

• Maintain a close working relationship other regional business teams (such as SAP and Cloud LoB AEs, Services Account Managers, Product support personnel, GADs, MPs and other customer facing personnel) in support of global customers and corporate functions necessary to support all assigned accounts.

• Drive opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities

• Facilitate quarterly Account Reviews with customer and Account team members to confirm ongoing customer account goals and strengthen relationships

 

Work Experience:

• Excellent program and project management and customer management competencies

• Proven Leadership experience and innovative mindset

 

• General knowledge of collaborative procurement, AP, Treasury and Working Capital management

 

Experience in the following areas:

• Proven experience with business process transformation and re-engineering disciplines

• Experience selling or delivering consulting services

• Experience managing complex customer engagements

• Commercial experience including experience developing account management plans and contract negotiation

• Line of Business specific experience – Supply chain, Finance and Procurement and eBunsiness expertise

 

Education & Qualifications / Skills & Competencies:

• Bachelors degree

• Fluent in English and Arabic

• Proficiency in Microsoft Office: Excel, PowerPoint, Word and Outlook

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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