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Solution Sales Manager - Ariba - Shenzhen



Requisition ID: 281974
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time



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.

Job Title: SAP Ariba- Sales Director-Shanghai

Expected Travel: 0-100%

Employment Type: Full Time


Company Description:
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.


Purpose and Objectives:

The Procurement/Supplier Relationship Management (SRM) SSEM bears primary responsibility for achieving SRM Services sales and directing sales strategy and execution for defined Market Units / Cluster. The candidate has to closely align their activities and sales approach with the Service Account Manager (SAM) and License Sales Colleagues for a joint customer approach.

The primary purpose of the SSEM position is to achieve his/her overall regionally/BU assigned quota/ revenue goal for Services portfolio. In this capacity, the SSEM will identify and qualify sales opportunities, develop and drive internal account strategy and external executive relationships within each customer account, while actively including, leveraging, and partnering with the regional/business unit SAMs, Account Executives (AE’s) and GADs. The SSEM will assume ownership for Bookings within assigned accounts and proactively build pipeline.

This position will have responsibility for defining implementation services across existing and emerging Supplier Relationship Management suite, Ariba purchasing solutions and the Ariba network. The SSEM works closely with customers and account partners to ensure the overall understanding of the value proposition of SAP Services, and is expected to be a significant contributor to the overall success of the of the SAP-Ariba network acceleration.


Expectation and Tasks:

Account Planning:

Develop an account and territory strategy for the SRM space in conjunction with other SAP stakeholders (regional, Cluster, MU) in order to meet yearly targets

Demand Generation:

Build and manage sales funnel for SRM services

Develop an account strategy in a sophisticated and complex business environment

Drive and support SRM GTM campaigns in alignment with License Sales and stand-alone for services

Plan and execute customer events to push innovative services and drive customer demand

Deal Execution:

Change the game in strategic deals through solution differentiation and thought leadership


Work Experience and Qualifications:

  • 10 plus years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales. This can be variable by region.
  • In depth knowledge of Procurement/SRM solutions on Ariba/SAP/Other equivalent products.
  • Experience with Cloud or SaaS sales, with preference for experience with SRM products
  • Experience selling consulting/professional services and architecting technology solutions in support of customer business and strategy requirements
  • Knowledge of SAPs Partners, Competitors and the regional IT Industry
  • Must be able to manage multiple deals concurrently and manage time effectively
  • B.A./B.S. required, M.A./M.B.A preferred



Key Competencies for Successful Candidates:

  • Deep sense of accountability and ownership
  • Ability to engage executives (internal and external)
  • Ability to adjust messaging by audience (Executive, Procurement, IT)
  • Ability to drive cross functional communications and planning
  • Capacity for creative/innovative thinking and analysis
  • Ability to be extremely proactive and responsive
  • Solution-oriented
  • Ability to build customer relationships and trust



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.

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.

Additional Locations

Solution Sales Manager - Ariba - Shenzhen

Facility:  281974
Posted Date:  Jul 11, 2021
Work Area:  Sales
Career Status:  Management
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Shenzhen, CN, 518048

Job Segment: Sales Management, ERP, Consulting, Manager, Sales, Technology, Management