The market is evolving, and leveraging Cloud/SaaS technology as an enabler to make rapid business process improvements is becoming increasingly important. The Value Engineering (VE) Director role will evangelize and apply Ariba’s Value Management framework during the sales process, which has been developed to clearly articulate how Ariba can drive value and ensure ongoing customer success.
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This role demonstrates deep competency in Procurement and Finance, but also the ability to foster continuous dialog with senior client stakeholders around organizational, strategic, and operational issues impacting value generation.
The role lends itself to opportunity identification and high-level networking within existing clients and developing relationships as a trusted partner at new prospects.
Duties and Responsibilities
Identify and develop opportunities for business process transformation in the areas of strategic sourcing, purchasing transaction automation, A/P automation, working capital improvement, payments, performance analytics and compliance tracking
Profile a customer’s current maturity across various procurement and finance functions to identify the opportunity and effort to get to best-in-class
Develop business cases and enablement plans to support business process transformation
Drive executive meetings to obtain buy-in to the program through insightful solution options and a clear articulation of Ariba’s domain expertise
Support the development of new VE assets through conceptualization, implementation and execution
Identify opportunities to refine existing or develop new intellectual property and methodology, frameworks and tools based on past experience, research, and analysis
Be viewed as a thought leader in industry circles by speaking at industry forums, publishing articles and delivering innovative solutions
Develop intellectual capital that can be leveraged into marketing and sales materials that will position the firm as a thought leader and generate revenue
Support innovation around our service delivery model and provide guidance to the service and support organizations on how to execute improvements
Actively contribute to knowledge capital; responsible for coordinating efforts across specific content areas
Helps develop and lead training on the Value Management framework internally
Preferred Competencies
Displays a strong understanding of best practice business processes related to Procurement and Finance
Familiar with the full spectrum of Ariba’s software and services, as well as key differentiators between Ariba’s and the competition’s offerings
Ability to influence the opinions and decisions of clients using understanding of client’s current performance level vs. best-in-class maturity
Proactively communicates with internal and external stakeholders
Identifies opportunities across all elements of a successful VE program (e.g. processes, systems, spend, structure, measures and incentives, people and culture)
Targets, cultivates, and manages high-level client relationships (e.g. C-level, VP, or Director) to build influence and trusted advisor status
Recognizes the service and change management needs associated with a client-focused business model
Tailors selling approach for diverse customer groups
Experience building, delivering and selling business cases to executive level audience
Preferred Qualifications
The ideal candidate will have experience in one or more of the following functional areas: Supply Chain Management, Sourcing, Procurement, Accounts Payable and Working Capital Management
Strategy consulting experience at senior manager or principal level
Experience in technology enabled business transformation projects
MBA or similar advanced degree
10 years Procurement and Finance experience (Procurement, Sourcing, Supply Chain, Accounts Payable, Working Capital Management)
Excellent written and verbal communication skills
Strong presentation and organizational skills
Strong leadership and people development skills
Strong business and financial acumen
Excellent listener
Ability to work in a team environment and share best practices regularly
Adaptable management style to conform to the varied corporate cultures and organizational structures of our customers
Strong problem solving ability
Industry experience a plus
Ability to travel up to 60%+
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