10 experts on selling to Fortune 500 procurement
Selling to Fortune 500 procurement looks different from each seat here: six of these sellers have sold procurement, spend or sourcing tools and services at SAP, Coupa, Ramp, GEP Worldwide, WNS Procurement and PwC, and three describe Fortune 500 or F500 selling at Businessolver, Staples and Lumen Technologies. Brian Howell adds a procurement vice president's view from Novartis, so a vendor heading into an enterprise RFP hears both sides of the table.
Professionals to explore
Aabhas Bhardwaj
LinkedInExperience: Chief Revenue Officer, SAP Procurement · SAP
Advisory and vendor titles both appear for Aabhas Bhardwaj, Chief Revenue Officer, SAP Procurement at SAP since July 2026, after Vice President of Partnerships and Sales at Sievo (2023–2026), described as "a $40M ARR procurement analytics company". At McKinsey & Company, Aabhas was Solution Leader, Digital Procurement (2020–2023) and Engagement Manager (2017–2020), a fit for questions on what procurement leaders expect from technology sellers.
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Brian Howell
LinkedInExperience: Former Senior Vice President, Global Head of Strategic Accounts · Avantor
Brian Howell sat on both sides of the table: Vice President, Procurement Novartis Business Services at Novartis (2014–2018), then Vice President, Strategic Partners (2019–2023) and Senior Vice President, Global Head of Strategic Accounts (2023–2025) at Avantor. Brian has worked as an independent contractor since 2025 and lists sales and account management and procurement and supply management as expertise, a fit for questions on how buyers judge supplier proposals.
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Chasen Macer
LinkedInExperience: Senior Director, Enterprise Accounts · Coupa
How spend management buyers in procurement and finance evaluate a new vendor against an incumbent is the question for Chasen Macer, Senior Director, Enterprise Accounts at Coupa (since July 2021), after Senior Application Sales Executive at Oracle (2017–2021). Chasen describes nine years selling spend management and ERP platforms with "$18M+ in enterprise ARR closed across greenfield, expansion, competitive displacement, and renewal motions".
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Janson Dupre
LinkedInExperience: Director Sales - Large Enterprise · Lumen Technologies
Director Sales - Large Enterprise at Lumen Technologies since May 2026, Janson Dupre held Verizon titles of Global Account Director (2021–2025), Managing Partner Mobile Solutions (2019–2021), Sr Director Business Sales (2017–2019) and Managing Partner - Government (2015–2017). Janson cites about 20 years in the technology and telecommunications industries "partnering with F500 and Hyperscalers", a fit for questions on managing global enterprise accounts.
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Khalil Kaaykati
LinkedInExperience: Vice President, Enterprise Sales Executive · Businessolver
Khalil Kaaykati has been Vice President, Enterprise Sales Executive at Businessolver since January 2026, after Vice President, Sales Executive, Strategic Accounts at Alight Solutions (2024–2026), and was Enterprise Sales Director - Verification Services at Equifax (2021–2024). Khalil describes a focus on "new logo acquisition and complex deal execution within Fortune 500 SaaS and benefits technology", a fit for questions on winning a first Fortune 500 contract.
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Norielis Martínez
LinkedInExperience: Director of Enterprise Sales · Ramp
"I lead Enterprise Sales at Ramp," writes Norielis Martínez, Director of Enterprise Sales there since April 2023, describing work with large organizations and partnering with leaders across finance, procurement, operations and technology. Norielis was Enterprise Sales Director at BILL (2022–2023), Enterprise Account Executive at Datadog (2020–2022), Senior Account Executive at Salesforce (2018–2020) and Account Executive at SAP (2016–2018).
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Paul Frankenberger
LinkedInExperience: Former Account Executive - Ariba Cloud Solutions · SAP
Selling sourcing software to enterprise procurement is the fit for Paul Frankenberger, who lists supply chain and strategic sourcing solutions among specialties. Paul was Account Executive - Ariba Cloud Solutions at SAP (2013–2018), Strategic Account Executive at Mindtickle (2018–2020) and Application Sales Manager Cloud Supply Chain Solutions at Oracle (2020–2023), and has been Enterprise Account Director at H1-POC-H1 since June 2024.
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Sameer Batheja
LinkedInExperience: Senior Vice President of Sales · WNS Procurement
UK-based Sameer Batheja has been Senior Vice President of Sales at WNS Procurement since September 2023. GEP Worldwide titles were Senior Director Business Development (2021–2023), Director, Business Development (Technology) (2020–2021), Regional Sales Director- UK&I (2019) and Regional Sales Manager, UK (2018). Sameer cites a specialization in source to pay, category management and eProcurement, and fits questions on selling to procurement teams in the UK and Europe.
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Steve Gulyas
LinkedInExperience: Managing Director Offering Sales Lead - Sourcing and Procurement Modernization · PwC
"I lead go-to-market strategy for enterprise Source-to-Pay, value capture, and commodity management solutions," says Steve Gulyas, Managing Director Offering Sales Lead - Sourcing and Procurement Modernization at PwC since July 2025. Steve was Managing Director at PwC (2024–2025) and, at The Shelby Group (Acquired by Accenture), Vice President of Sales - Enterprise (2022–2024), Vice President of Sales - Central & West (2020–2022) and Senior Account Director (2015–2020).
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Steven Siben
LinkedInExperience: Former AVP Enterprise Business Development - Commercial Enterprise Accounts, National Coverage · Staples
New logo acquisition and strategic account expansion "across Fortune 500 and global organizations", including aligning sales and pricing teams, is how Steven Siben describes the work. Steven's Staples titles from 2022 to 2026 are AVP Enterprise Business Development - Commercial Enterprise Accounts, National Coverage (2025–2026), AVP Commercial Enterprise Business Development (2023–2025), AVP Enterprise Business Development, East Region (2023), Head of Enterprise Business Development (2022–2023) and Vice President Enterprise Sales (2022).
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Choose the right perspective
To see a deal from procurement's side, start with Brian Howell (Novartis procurement, later Avantor strategic accounts) or Aabhas Bhardwaj and Steve Gulyas, who sell procurement technology and advisory. For Fortune 500 account selling, Khalil Kaaykati, Steven Siben and Janson Dupre fit; Chasen Macer, Norielis Martínez, Paul Frankenberger and Sameer Batheja have sold spend, procurement and supply chain software to enterprise buyers.
Questions to take into the conversation
- 01At what point in an enterprise deal should a seller engage procurement directly, and how do you keep the business sponsor involved?
- 02What do Fortune 500 procurement teams typically ask for in supplier onboarding, security reviews and contract terms?
- 03How do you prepare for price negotiations when procurement is measured on savings against your proposal?
About this directory
This is a professional research starting point based on business profile data retrieved on . Titles and companies reflect that source snapshot; roles marked former had ended by then. Check the linked profiles for current details. Inclusion does not imply Instant Expert membership or availability.