SAP SAP Ariba - Customer Engagement Executive - Italy Job in Milan, Italy

Requisition ID: 175674

Work Area: Sales

Expected Travel: 0 - 50%

Career Status: Professional

Employment Type: Regular Full Time

Career Level: T2

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Company Description

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

About Us

Do you want to work for the leader in Cloud Procurement solutions?

Join SAP Ariba , the Cloud Procurement solutions suite of SAP, and contribute to our journey to change the way companies do business together. We are changing the nature of business by transforming business connections into smart cloud-based collaboration. We do this by delivering an unsurpassed experience to our customers, buyer and sellers, and we are looking for a team member to help take customer experience on the Ariba solutions to the next level.

We can offer a very dynamic work environment that is on a growing path and where we are able to offer career opportunities that leverage the individual talents of our people. Our philosophy is that our organization is successful when our people are happy and feel empowered.

Job description

The Customer Engagement Executive (CEE) has overall responsibility for the daily management of assigned Cloud customer accounts, including account management strategies as well as engagement and expansion plans to ensure profitable growth within these customers. The focus of this position is twofold: to maximize the value that customers and SAP receive through adoption and use of the Network and to ensure that the customers deploy and use of all of their entitled subscription software. The CEE is expected to serve as the primary point of contact for the customer and to maintain customer satisfaction through issue mitigation and escalation management. The CEE is responsible for retention of the revenue associated with customers within their portfolio, effective positioning of the specific Line of Business value proposition in order to leverage adoption of our solutions and services necessary to support the customer. The CEE role may be inside or field based.

Expectation & Tasks

  • Develop and implement account strategies and implementation plans for emerging and renewal customers that further existing account adoption and identify new business opportunities within assigned accounts.

  • These plans should:

  • Increase spend under management, network adoption, transaction volume and trading relationships on the Network

  • Ensure rapid adoption and enablement of solutions that drive network value for the customer

  • Expand business process automation across the specific Line of business applications

  • Increase the customer’s usage of their contracted cloud applications up to and beyond the entitlements that they have.

  • Track SLA performance and overall customer satisfaction

  • Meet or exceed account-specific revenue and profitability goals for account portfolio including but not limited to renewals, subscription software expansion, and network revenue growth.

  • Maintain a close working relationship with other regional business teams (such as SAP and Cloud LoB AEs, Services Account Managers, AGS support personnel, GADs, MPs and other customer facing personnel) in support of global customers and corporate functions necessary to support all assigned accounts.

  • Act as primary escalation point for cloud solutions for those accounts within their portfolio

  • Drive opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growt

  • Deal management and commercial negotiation of the entire opportunity (from opportunity to close) for renewals

  • Facilitate quarterly Account Reviews with customer and Account team members to confirm ongoing customer account goals and strengthen relationships

  • Manage new account assignment into portfolio

Work Experience

  • 3-5 years of experience in the following areas: Selling or delivering consulting services

  • Managing complex customer engagements

  • Commercial experience including experience developing account management plans and contract negotiation

  • Line of Business specific experience – specific to the LoB that they are being primarily hired into. Examples include: Supply chain, Finance & Procurement and eBusiness expertise

  • Human capital management, recruitment, learning, compensation and talent management expertise

  • Customer relationship management, sales, sales force automation and sales team management expertise

  • Financial systems, financial planning and enterprise resource planning expertise

  • Complex Account Management experience

Education & Qualifications/ Skills & Competencies

  • Fluency in Italian and English language skills required

  • Proficiency in Microsoft Office: Excel, PowerPoint, Word and Outlook

  • Bachelors equivalent

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 ). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations : Virtual - Italy