Job Description

What we offer Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!
Department: Value Advisory Intelligent Spend Reports to: VP Value Advisory APJ (Richard Bradbury)
Overview Cloud and Business Network business models necessitate a different service and support model focused on adoption and business outcomes. The VA Senior Director role will serve as a strategic advisor to customers, evangelizing and applying SAPs value management framework during the sales process to ensure customer success.
The Senior Director is responsible for leading the Value Advisory teams in SEA, Korea and Japan (5FTE) which provides value-based selling support and customer advisement throughout the sales cycle. This includes advising and partnering with Sales and other pre-sales functions on demand generation and deal execution. People and practice development are also critical components of this role.
Qualified candidates will need to demonstrate deep Procurement and Supply Chain practitioner expertise while fostering relationships with senior executive stakeholders. This includes painting a vision of the desired best-in-class end state for our customers along with the supporting organizational, process and technology recommendations. As a trusted advisor, it also includes helping prospects foresee and navigate around operational hurdles that may impede value realization.
Duties and Responsibilities

• Direct the Value Advisory team’s efforts while collaborating with Sales to identify and develop opportunities for business process transformation in the areas of strategic sourcing, purchasing transaction automation, supply chain, A/P automation, working capital improvement, performance analytics and compliance tracking
  • Profile customers’ current maturity across various procurement and finance 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
• Promote thought leadership and service innovation through conceptualization, implementation and execution
  • Identify opportunities to refine existing or develop new intellectual property and methodology, frameworks and tools (e.g., questionnaires, presentations, implementation methodology, performance management) based on past experience, research, and analysis
  • Be viewed as a thought leader in industry circles by speaking at various 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 project revenue
  • Support innovation around our service delivery model and provide guidance to the service and support organizations on how to execute improvements
  • Actively contributes to knowledge capital; responsible for coordinating efforts across specific content areas
• Help enable other SAP teams on our value proposition for the Procurement, Supply Chain and Finance stakeholders

Preferred Competencies

• Experience in leading and managing high powered teams
• Strong executive presence, displaying a deep understanding of best practice business processes related to Procurement, Supply Chain and Finance
• Ability to influence key decision makers 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 across all elements of a successful NVE 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 or VP) 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 A/P and Finance applications/solutions
• Familiar with the full spectrum of 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: Procurement, Supply Chain, Accounts Payable and Working Capital Management
• 10+ years Procurement and Finance experience (Procurement, Supply Chain, Accounts Payable, Working Capital Management)
• 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 software sales environment
• Excellent written and verbal communication skills
• Strong presentation and organizational skills
• Team leadership and mentoring
• 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
• Industry experience a plus
• Ability to travel up to 30%

We are SAP SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.
Our inclusion promise SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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.
EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates might be required to undergo a background verification with an external vendor. Requisition ID:329236 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time |