Job Description
The Ariba Value Engineering Senior Director is responsible for leading the Northeast, Midwest and Strategic Industries regions for the Value Engineering team 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 Finance 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 Engineering 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, 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 Ariba and SAP teams on our value proposition for the A/P and Finance stakeholders
Preferred Competencies
Experience leading and managing high powered teams
Strong executive presence, displaying a deep understanding of best practice business processes related to A/P 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 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 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, Accounts Payable and Working Capital Management
15 years Procurement and Finance experience (Procurement, 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
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 60%
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