Commercial Integrator @ SAP ARIBA




Requisition ID: 194205
Work Area: Customer Service and Support
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

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.

SAP Ariba is how companies connect to get business done. On Ariba Network, buyers and suppliers from more than 3.4 million businesses, operating in more than 190 countries, discover new opportunities, collaborate on transactions, and grow their relationships. Buyers can manage the entire purchasing process, while controlling spending, finding new sources of savings, and building a healthy supply chain. And suppliers can connect with profitable customers and efficiently scale existing relationships – simplifying sales cycles and improving cash control along the way. The result is a dynamic, digital marketplace, where USD 2.1 trillion in goods and services are traded every year.

Part of the SAP Ariba Customer Value Organisation, the Commercial Integration (“CI”) team is a highly visible internal team that provides strategic business support to Customer Value Organization, Partners and other lines of business within SAP Ariba. The CI team’s vision is to maximise customer value by providing timely commercial and techno-functional support in the sale, deployment, innovation and adoption of SAP Ariba solutions.


The role of the Commercial Integrator is to act as a key point of contact for SAP Ariba’s various organizations to support the entire customer life cycle. This is a critical role to the success of the team and key responsibilities will include: 

Solutioning Centre

Supporting Sales, Pre-Sales, Customer Engagement Executives, Services Sales and Partners during sales cycles for all customer sales and renewal cycles in the region. Managing inbound requests and working with other teams where necessary to provide timely and appropriate responses. Typical requests relate to scope of deployment services, appropriateness of solution Bill of Materials, and availability of additional services. Responsible for monitoring the sales pipeline to identify and help sales to resolve any red flag situations with respect to solution scope.

Services Strategy

To support customer value realization and solution adoption, the CI team works with other teams to create and manage a Services Portfolio of packaged service solutions. Engineering and commercialization of these solutions requires a broad understanding of SAP Ariba solutions, deployment approach and commercial topics such as pricing, cost management as well as regional and local commercial rules. CI team also operate a Services Deal Desk to quote and present small-scale services proposals including all shared services packaged services and consulting services under 150k Euro. The team is revenue enabling and individual integrators do not have sales targets although are responsible for creation and maintenance of opportunities and drafting Statements of Work and Change Requests.

Operational Support

The CI team facilitates the Sales Handover process for all sales of SAP Ariba solutions. This process aims to ensure that the delivery and consulting teams assigned to every customer project are fully aware of the customer’s requirements and objectives and the background to the sales cycle. Constant process innovation and improvement are a core part of the team’s role involving work with teams throughout the organization on topics such as Cloud Tenant Provisioning, Operational Release Readiness and Pipeline reporting.


Customer Focus

  • Understand customer needs and be able to respond appropriately to all inbound requests;
  • Coordinate and respond to inbound commercial requests for category, industry and solution knowledge.
  • Support the sales teams in explaining standard deployment services or optional services;
  • Work with and support Services Sales with shared services scope and language when they are acting as Single Point of Contact on an opportunity involved mixed shared services and consulting resources.

SAP Ariba Solution Expertise

  • Be seen as a key expert and/or “facilitator of answers” by the SAP Ariba and SAP Organizations.

Ariba services and solutions

  • Review solution scope and identify potential risks for all software sales in region. Work with relevant teams to mitigate those risks and maintain CI and delivery visibility of key pipeline deals;
  • Sales handover facilitation: ensure delivery teams understand the customer situation, the program goals and the scope of work;
  • Draft and obtain relevant approvals for Statements of Work and Change Requests, ensuring all pricing is compliant with relevant SAP Ariba and SAP local Market Unit rules;
  • Create, manage and report on services opportunities with SAP CRM;
  • Request staffing for all owned services opportunities according to probability of close;

Operational Improvement

  • Participate in Operational Readiness Review as required;
  • Work with the global CI team and other teams on process improvement activities;
  • Support global CI team in maintaining and updating global templates and cost estimates / estimation tools for standard service packages;


  • Take responsibility for ongoing efforts to enhance the interaction and communication between commercial and the different delivery teams.
  • Proactively support other team members with open queries.



  • University degree


  • Commercial creativity – able to creatively configure solutions in a manner that meets customer objectives
  • Excellent communication and customer-facing skills
  • Ability to absorb and digest a lot of information in a short time
  • Strong analytical and organizational skills
  • Demonstrated ability to take initiative, lead by example and achieve extraordinary results
  • Ability to be a contributing team player immediately


  • Strong knowledge of Ariba/SAP Solutions
  • Strong sourcing and procurement experience.
  • Strong knowledge of MS-Office tools


  • Office location is Bangalore, India 
  • Relocation assistance is not provided


  • University degree
  • 3+ years sourcing and / or procurement professional experience
  • 3+ years professional experience
  • Some travel required to support pre-sales meetings (less than 20%)
  • Fluent English and German. Other European language skills are an advantage but not required


Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

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 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: or, APJ:, EMEA:

Successful candidates might be required to undergo a background verification with an external vendor.

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Job Segment: SAP, ERP, Consulting, Engineer, Software Sales, Technology, Engineering, Sales

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Confirmed 9 hours ago. Posted 30+ days ago.

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