SAP SAP Ariba - Senior Account Executive Job in Melbourne, Australia

Requisition ID: 128669

Work Area: Sales

Expected Travel: 0 - 30%

Career Status: Professional

Employment Type: Regular Full Time


As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

SAP Ariba – Senior Account Executive – Melbourne

SAP Ariba is the leading provider of collaborative business commerce solutions. SAP Ariba combines industry-leading software as a service (SaaS) technology to optimize the complete commerce lifecycle with the world's largest web-based community to discover, connect and collaborate with a global network of trading partners and expert capabilities to augment internal resources and skills, delivering everything needed to control costs, minimize risk, improve profits and enhance cash flow and operations – all in a cloud-based environment. Whether you’re buying, selling or managing cash, you can do it more efficiently and effectively in the SAP Ariba Cloud. Over 300,000 companies, including more than 80 percent of the Fortune 500, use SAP Ariba’s solutions to drive more efficient inter-enterprise commerce.

Role Description

  • Own and deliver on sales targets

  • Lead the process of selling and closing new business with top corporations/ conglomerates; responsible for new account penetration

  • Build effective relationships with CEO/ CXO Level executives at these corporations

  • Identify top target accounts with highest win probability for Ariba in the assigned territory

  • Build Go-To-Market plans for Ariba for specific sales segments.

  • Leverage and increase productivity with internal sales teams to drive Ariba business

  • Get insights / dive deep into Industry challenges, competitive landscape, financial performance trends, performance on key business metrics, global benchmarks / best practices of the prospect to identify opportunities, quantify business benefits and ROI

  • Qualify the opportunities in these accounts

  • Create a vision of business transformation with the CEO/ CXOs

  • Negotiate contract and close deals.

Profile of an Outstanding Candidate

  • Strong track record in achieving sales targets in a hunter role (Net New Customers). Experience in software solution selling

  • Hunter’s instinct – surgical deal qualification, control over deal and effective deal closure

  • Domain knowledge of procurement to be able to speak to CPO

  • Strong communication skills both in English

  • Ability to drive executive conversations at CEO/ CXO level

  • Ability to challenge the status quo and create a compelling vision of business transformation with the CEO/ CXO

  • Ability to develop strong CXO relationships

  • Exceptional communication and presentation skills

  • High Energy, passion and drive to win

  • Excellent diagnostic skills to understand business practices, performance metrics, benchmark with best in class and assess the business impact the Ariba solution can have on prospect’s Ability to work effectively in a team sales environment

  • 5 years of solid solution sales experience relevant to job


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 interested in applying for employment with SAP and 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: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations: No Selection