Advanced Supply Chain Network Executive leads and supports the pipeline development and pursuit execution for one of three markets in the SAP Ariba portfolio: Procurement, Supply Chain, AP & Treasury. This position will focus on 2 to 4 micro regions, and is charged with obtaining prospect and customer commitment to SAP Ariba programs through the success planning process, which includes obtaining upfront executive alignment and stakeholder excitement, analyzing spend and benchmark data, building a business case, defining a roadmap and obtaining executive buy-in. This role partners with commercial leadership to identify opportunities, create account strategies, ensure coverage of strategic opportunities, and execute collaborative assessments for Network centric deals across these three markets. As part of structuring these programs for success, the role works closely with the SAP Ariba Customer Organization to ensure the plan for success includes a clear view on an outcome-based roadmap, as well as the right total cost of ownership needed to achieve those outcomes.
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Area 2: Assume a leadership role in devising pursuit strategies in targeted opportunities – often by Industry and Stakeholder targeted (Collaborative Supply Chain). Articulate value potential enabled by the Business Network solutions / technologies in strategic customers and net new pursuits. Ensure the highest level of quality of plans, recommendations and journey for success is practiced.
Area 3: Provide standardized approaches for our value based methodology that point to the Business Network & Cloud Applications. Develop and nurture local reference customers in target industries as well as our partner community (SAP, SIs, etc). Identify and develop opportunities for business process transformation in the areas of Strategic Sourcing & Operational Procurement, Supply Chain execution, A/P automation and working capital improvement. Profile a customer’s current maturity across various functions to identify the opportunity and cost to get to best-in-class. Develop associated business case for 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
Area 4: Drive the regional knowledge and process discipline that is required for obtaining stakeholder buy-in for the Business Network in a manner that sets the stage for maximum adoption post sale. This includes painting the broadest vision to all areas of spending within corporate targets, establishing credible flight plans for enabling that spending on the Business Network & Cloud Application (aligned to customer scope and value) and positioning the program for immediate enablement once the program kicks off.
Area 5: Take up leadership position in key Industry Clusters relevant to region. Support the corporate wide knowledge and practices at the Industry and Stakeholder level for the Business Network and be a global leader in propagating such knowledge.
Key tasks include:
Support & drive pipeline development and growth in target region – partnering with regional sales VPs, AEs and Field Marketing in target regions. Accountable for demand program execution in Supply Chain Management as the primary focus.
Focus on flawless execution of pursuits for opportunities in current and Q+1 and 2.
Bring Supply Chain Management and Industry centric knowledge and processes to the front lines of the pursuits in target regions.
Drive productivity of field through tools, (re-usable) content, and transferring knowledge and best practices in communities of practice
Collaborate with ecosystem to close short-term revenue opportunities
Monitor and influence the execution against plans by other stakeholders such as sales
beAct as trusted advisor for key customers during large opportunities
Ensure the highest quality customer deliverables with compelling value propositions are delivered in every engagement
Preferred Competencies
Displays a strong understanding of best practice business processes related to Supply Chain Management/Orchestration.
· Brings deep industry process knowledge and “speak” in Industrial Machinery & Components, High Tech, CPG, Pharma, Chemicals or Automotive
Ability to influences the opinions and decisions of clients using understanding of client’s organizational processes and best-in-class maturity
Displays proactive communication (i.e., face-to-face meetings and phone calls are more frequent than emails)
Speaks to and manages opportunities and accounts across all elements of a successful 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 can intervene when a manager needs a senior presence
Recognizes the service needs associated with a client-focused business model
Applies a broad knowledge of Procurement, Payables and/or Supply Chain applications/solutions
Familiar with the full spectrum of SAP Ariba’s services, as well as associated differentiators between Ariba’s and the competition’s offerings
Tailors selling approach for diverse customer groups
Preferred Qualifications
The ideal candidate will have experience in one or more of the following functional areas: Supply Chain Management, SAP centric MRP/Advanced Planning Systems (APS) or Non-SAP APS’s
10+ years Practical Materials Management, Production Control or Manufacturing experience in industry or ex-SAP Consulting implementing the same processes.
Strategy consulting experience at senior manager or principal level
Experience in technology enabled business transformation projects
MBA or similar advanced degree
Demonstrated experience in successful service sales environment
Excellent written and verbal communication skills
Strong presentation and organizational skills
Strong leadership and people development skills
Strong business and financial acumen
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
Ability to travel 40-60%
The position will focus on customers located in the East region.
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