SAP Senior Solution Consultant (Ariba) Job in Palo Alto, California

Requisition ID: 118609

Work Area: Presales

Expected Travel: 0 - 50%

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.

Title: Senior Solution Consultant

Department: SAP | Procurement and Business Network LoB

Location: Home Office, West Coast preferred

Reports To: Senior Director, Solution Consulting –US West

FLSA Status: Exempt

Job Description Overview

Ariba, Inc. is the leading provider of collaborative business commerce solutions. 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 Ariba® Commerce Cloud. Over 300,000 companies, including more than 80 percent of the Fortune 500, use Ariba’s solutions to drive more efficient inter-enterprise commerce.

The Senior Solution Consultant primary responsibility is to augment the sales effort by working closely with the sales team in three ways:

  • Listening to customers' and prospects' Business Commerce and Spend Management problems and needs

  • Communicating Ariba's vision for Better Business Commerce and Spend Management via the Ariba Commerce Cloud

  • Leading compelling, customized Ariba product demonstrations

Additional responsibilities include taking the lead in responding to functional RFxs and helping the team build supporting ROI business cases for prospects and customers.

Duties and Responsibilities

*Articulate and present Ariba’s value proposition both verbally and in writing to C-level executives

*Deliver high-impact software demonstrations to prospective customers that demonstrate how our applications help clients improve Spend Management performance and reduce cost

*Identify specific customer needs through one to two day site surveys

*Navigate and understand prospect’s or customer’s legacy IT environment and architect solutions that integrate with this legacy environment

*Lead sales teams that conduct opportunity assessments

*Reduce the length of the sales cycles by answering functional questions regarding Ariba’s software and how it integrates with the prospects’ overall solution architecture

*Lead development of customer specific proofs-of-concept of software features and functionality

*Work closely with Account Executives to develop and execute on account strategies

*Create powerful visual presentations and winning proposals

*Builds relationships with key buying influences across the executive, management and end user contacts.

*Understands the working styles and needs of individuals (e.g. customers and team members) and uses knowledge to ensure effective and timely delivery of deliverables (demonstrations, RFPs, etc).

*Tailors selling approach to the unique needs/concerns of each customer.

*Displays deep knowledge of the customer’s processes (e.g. Procurement, Sourcing, Accounts Payable, Finance).

*Acts as the “voice of the customer” and sales liaison to Product Management, Product Development, and Product Strategy

*Create “whitepapers” as required in response to competitive situations and needs/concerns of the customer

*Supports the selling efforts of the Account Executives/Managers, Sales Group Directors, and General Managers in order to more efficiently drive the sales process

*Identifies opportunities for expanding usage and obtains customer advocacy.

*Previous experience leading a traditional sales cycle

*All other duties assigned

Preferred Qualifications

*Bachelor’s Degree

*ERP/ sourcing/Procurement experience preferred

*Strong sales support skills, customer service skills and commercial instinct

*Ability to work well in a collaborative team environment

*Strong executive presence

Basic Minimum Qualifications

*5 years of professional work experience (preferably sales, sourcing, T&E or procurement industry)

*5 years customer-facing or leading project management experience

*Ability to travel up to 50%

*Expert knowledge/expertise on end to end processes/solution matching

*Experience in sales and sales processes

*Excellent presentation and communication skills English: proficient

*Business level local language: expert

Ariba, Inc. is an EEO/Affirmative Action employer and does not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, disability, veteran status, or any other protected category.


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.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Additional Locations: Virtual - USA