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.
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
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 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection