Account Executive, Contract Sales

Title:  Account Executive – Contract Sales

Department: North America Commercial

Location:  Atlanta or New York City

Reports To: Sales Director

 Job Description Overview

An Account Executive’s primary function is to sell the Ariba Contract Management solution to prospective and existing customers.

Ariba’s Contract Management Solution encompasses the full suite of enterprise functionality required for effective contract management, include authoring, reporting, repository and process tools, as well as services to deliver such solutions.

Ariba is the recognized leader in spend management with 550+ customers and global operations in 21 countries. The Ariba Contract Management line of business leads the market measured by overall capability (software and services), revenue share, and customer share covering the business processes for all categories.

Ariba is our customers’ repository, process, and end to end system of record for contracts of all types and the solution upon which the company is audited and contracted parties’ performance & risk is managed.

The solution line serves global Finance, Sales, Legal, and Procurement organizations greater than >100 Million annual in size. It focuses on the entire contract lifecycle from opportunity, to creation, to revision, to execution, to renegotiation and it addresses the compliance, process standardization, and global visibility needs of our users.

This solution line is a great entry point and will strongly complement the growing Ariba Spend Management footprint. It provides high ROI, risk transparency, compliance visibility, sustainable revenue management, and spend management opportunities to customers.

This position is preferably based in Atlanta or New York. However qualified candidates can live anywhere in the South or North East Region.

 Duties and Responsibilities Responsible for prospecting, qualifying, selling, and closing software and services revenue for both new and existing Ariba customers. Build relationships with key executives and decision makers within assigned accounts. Form strategic account plans including customer profiles, targeted programs, application descriptions, forecast reports, and action items. Develop and maintain technical and marketing knowledge of the Ariba Contract Management solution line. Develop, share and maintain an in-depth knowledge of all key competitors. Interact with the current sales organization and all other Ariba colleagues in pursuit of overall customer satisfaction. Assume full responsibility of quota attainment as agreed to and communicated by the Sales Director Active contributor to refinement of go to market approaches, messaging, and target customers and personas All other duties as assigned

 

Preferred Qualifications Exceptional presentation skills Strong problem solving and analytical skill required. The ability to build relationships and quickly develop trust with C-Level executives including CFO, CPO, CEO and General Counsel Highly professional written and oral communication skills Ability to work effectively in a sales team environment Past contract solution sales experience strongly Experience in a Legal or Sales Operations function Ability to work effectively in a sales team environment Bachelor degrees preferred 

 

Basic Minimum Qualifications Minimum of 5 years of successful enterprise sales experience along with a strong history of quota attainment Past experience selling SAAS solutions

 

Please apply online at:

 

http://ariba.recruitmax.com/ENG/candidates/default.cfm?szCategory=JobProfile&szOrderID=3165&szCandidateID=0

 

 

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.