Solution Consultant, East Coast

Title:  Solution Consultant

Department: SC Enterprise

Location:  East Coast preferred

Reports To: Solution Consultant Manager

 Job Description Overview

Ariba is the recognized leader in spend management because it is our exclusive focus. With global operations in 21 countries, we incorporate over 400 full-time sourcing experts and 700 spend management experts into one of the largest sourcing organizations in the world. Our experience managing spend for a variety of organizations has enabled us to resolve our clients' typical obstacles to success, particularly lack of resources or difficulty obtaining executive buy-in. As a result, we enrich over $60 billion in spend annually and help companies achieve measurable, sustainable benefits, quarter after quarter.


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 Spend Management problems and needs, communicating Ariba’ vision for Enterprise Spend Management, and leading compelling, customized Ariba product demonstrations as well as assist in the answering of RFPs and help 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, Accounts Payable. 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. All other duties assigned.

Preferred Qualifications ERP/ sourcing/Procurement experience preferred (previous Ariba and/or Procuri experience ideal) Strong sales support skills, customer service skills and commercial instinct Ability to work well in a collaborative team environment Strong executive presence Bachelors Degree



 

Basic Minimum Qualifications 3+ years experience in presales/consulting roles The ability to travel 75%

 

Please apply online at:

 

http://ariba.recruitmax.com/ENG/candidates/default.cfm?szCategory=jobprofile&szOrderID=3136



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.