Kelly Frye Email & Phone Number

Walldorf, Bw, De

Responsible for Customer's Success Journey with SAP Cloud Procurement Solutions within the Utilities industry.

Walldorf, Bw, De

•Knowledge share in order to enable the Regulated Industries SAEs to gain acceptance from the customer, and showcase that SAP Services is able to solve the customer’s problem•Best leverage SAP Services for whichever Implementation Approach (Customer-led, Partner-led, or SAP-led) the customers choose.•Collaborate with various sales and sales support teams on account planning specific to Ariba solutions.•Responsible for Ariba focused business development strategies.

Walldorf, Bw, De

Responsible for development and management of a high-performing sales team across Public Sector, Aerospace, Healthcare and Utilities to exceed business targets while aligning with SAP Services strategy. Oversee functions which drive cloud adoption and consumption across a broad set of customer segments and empower the SAP ecosystem with joint customer and partner success in mind. Also responsible for business development and value-based market penetration strategies.

Walldorf, Bw, De

•Knowledge share in order to enable the Regulated Industries SAEs to gain acceptance from the customer, and showcase that SAP Services is able to solve the customer’s problem•Best leverage SAP Services for whichever Implementation Approach (Customer-led, Partner-led, or SAP-led) the customers choose.•Collaborate with various sales and sales support teams on account planning specific to Ariba solutions.•Responsible for Ariba focused business development strategies.

Walldorf, Bw, De

 Responsible for procurement specific service sales to a defined customer base across state/local governments and education industries.  Secure revenue opportunities through a variety of lead generation activities including partnering with Industry Account Executives Identify competitive situations within existing accounts and gather information to neutralize the threat Develop, manage and progress a $20M pipeline through sales management and strategy both independently and as part of a broader team Build critical relationships with key client staff to help them develop an awareness of the value of SAP services to help them manage implementation of their procurement platformAwards 2019 Quota Attainment 2018 Winner’s Circle

Waldorf, De

Augment Sales Efforts by: Diagnosing prospect process challenges during discovery and whiteboard sessions Developing customized business case(s) and recommending solution direction Effectively communicating single platform vision on seven distinct solution segments includingSpend Visibility, Sourcing, Contract Management, Procure-to-Pay, Dynamic Discounting, Payables and Supplier Network  Developing and delivering compelling value driven demonstrations Work closely with account executives on a daily basis to develop and execute account strategies by: Having deep knowledge into various business stakeholder needs and the ability to communicate with those stakeholders (IT, Procurement, A/P, Finance, Risk) Identifying and initiating sales opportunities Developing proposals and responses to RFIs/RFPs/RFQs Sharing and maintaining an in-depth knowledge of all key competitors Building relationships with key executives and decision makersCollaborate with internal team members in services consulting, deployment/ implementation and customer management organization to ensure: Customers’ goals and objectives for solution footprint and expectations are clearly defined in project and wave plans thus minimizing potential risks during deployment Post sale activities are completed including scoping documents, account knowledge transfer and additional demonstration if necessary Clients’ solution adoption is leveraged for future platform expansionsAwards:2014 SAP North America Presales MVP2013 Presidents Club2012 North America East MVP2011 Presidents Club2011 Global Solution Consulting Bronze Medal2011 North America East MVP2010 Presidents Club2010 North American Solution Strategist Team of the Year2009 Presidents Club2009 North American Solution Strategist Bronze Medal

Waldorf, De

2014/2015 - Mentor new solution consultant team members Teach and train on features, functionality, and values of solution suite Assure mentee passes certification program Continued mentorship as needed by mentee2015 – FastTrack Program - Ariba Supplier Risk Management Market Research Work closely with diversified group to determine market viability of a supplier risk solution via development of complete business case including key solution features, customer solution feedback, customer value proposition, and SAP potential ROI Participate in multi-customer design thinking workshop to develop core solution features Conduct several independent customer presentations and surveys to determine potential viability of new solution Upon project approval was asked to stay engaged to develop go-to-market strategy

Waldorf, De

April 06 – March 07- Project Manager – Spend Visibility Assigned largest most strategic customer projects Assisted sales staff with renewal strategiesJuly 03 – March 06 - Project Manager – Strategic Sourcing Lead project teams of one to five individuals responsible for customer and supplier relationships, leveraged commodity knowledge to guide decision making Selected by management to improve customer service of a newly developed team Requested by name by many of Ariba’s largest and most strategic customers to be their project managerAwards:GSO MVT 2007