דרושים Commercial Finance Specialist ב-Sap ב-Slovakia, Bratislava

• Orchestrate the cloud selling motion with some of SAP’s largest, most complex, and strategic customers
• Act as a subject matter expert / trusted advisor in sales cycles.
• Leverage and coordinate cross-functional teams (Account Managers, VAT, Partners) to efficiently navigate complex sales cycles.
• Build the vision and identify expansion opportunities within the existing customer base.
• Provide direction to strategic account plans, including customer profiles and targeted programs by working closely with regional sales, marketing, pre-sales, and various other teams.
• Execute demand generation programs in each region to support RISE budgetary goals.
• Develop and deploy enablement sessions for internal and partner sales teams to supplement and grow their selling skills.
• Identify, analyze, and secure RISE renewals and drive increased transactional RISE revenue.
• Drive demand and pipeline acceleration initiatives to support revenue growth.
• Identify and execute on expansion opportunities across the product suite (e.g., secondary MOVE scenarios, switch motions).
• Prioritize net revenue retention growth through cross-sell and up-sell strategies over direct involvement in renewal analysis and closure.
• Collaborate with other roles (e.g., EA-RISE) who are primarily responsible for churn prevention and securing renewals during the ADOPT and DERIVE phases.

• 8+ years of experience in sales of business software/IT solutions.
• Strong knowledge of the SAP solution offering (including Service and Support).
• Proven track record in business application software sales.
• Demonstrated success with large complex transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions.

• Deep understanding of the specific solution portfolio. (Cloud ERP Private)
• Broad understanding of SAP solution portfolio (Business Suite), specifically domains like BTP, BDC, BTM and Business AI.
• Established relationships with SAP MU leadership, account teams, and Industry teams.

• Demand Generation, Pipeline, and Opportunity Management.
• Develop an opportunity plan containing the value proposition.
• Work with wider account teams on sales campaigns.
• Strong sales skills to identify opportunities for Move/Expand accounts.
• Engage with customers during Select and identify cross-sell/up-sell opportunities.
• Deep knowledge of how companies operate, including business models, strategies, and end-to-end business processes.

• Excellent verbal and non-verbal communication skills.
• Strategic thinker with a high degree of creativity and innovation.
• Excellent executive presence.
• Results-driven.
• Highly trusted as a subject matter expert, positioning the value of modernized ERP and new operating models.

To be successful in this role, the Accelerated Sales Expert must:

• Orchestrate internal resources to deliver an executive and tailored Point of View leading to an accelerated sales motion.

• Position as a subject matter expert, demonstrating the value of modernized ERP and innovative platforms.
• Demonstrate ability to challenge customers' status quo and position RISE as a journey to the Business Suite.

We win with inclusion

Manhattan
New York City

WHAT YOU'LL DO

In your role as a global operational supplier manager, you contribute significantly to ensuring an efficient and well-orchestrated supplier management.
Every supplier working with SAP needs to complete various risk assessments before being cleared to work with SAP. You will be responsible to ensure a smooth operation of this “Third-party risk management process” and coordinate and support the involved suppliers and internal SAP colleagues. Together with your team members, you track and monitor the status of the individual risk assessments, provide status updates to the management, and initiate escalations. Additionally, you will be in charge of continuously evaluating the suppliers’ performance and derive action items to support our Global Purchasing Organization managing SAP’s supplier portfolio. As a Global Operational Supplier Manager, you also ensure fast & compliant external 3rd party purchasing and align and work closely with Business Stakeholders as well as with the Global Procurement Organization and Compliance Functions.

• Responsible for the execution of the end-to-end third-party risk management process for selected suppliers that are either newly listed or need to have their risk-assessment renewed;
• Monitor upcoming renewals and proactively involve and inform all required stakeholders;
• Work as the single point of contact for internal stakeholders and the supplier, guiding and supporting them throughout the whole process (e.g., sending reminders to answer questions; discuss potential answers; collect additional information);
• Tracking of the status of the risk assessments, communication of delays, and initiation of escalations;
• Preparing decision documents to support SAP’s business deciding on ways to deal with identified risks. In case mitigations are necessary, initiate and monitor changes at supplier;
• Steer the supplier performance review through questionnaires and internal interviews;
• Support our Global Purchasing Organization during the supplier performance assessment;
• Contribution to active knowledge exchange and involvement in the internal risk management community (e.g., share experiences or best practices in community calls);
• Quality check of supplier statement of work (SOW) in alignment with business and Global Procurement Organization;
• Ordering process for external 3rd party consultants in SAP Fieldglass with strict adherence to internal policies and processes;
• Closely work with the Business Stakeholders to reconcile necessary information;
• Guide & advise Project Managers along the third party process.

WHAT YOU BRING

• Bachelor’s / Master’s degree or equivalent accreditation (required)
• Broad experience in a Supplier Management, Risk Management, Procurement, Service Operations, or Project Management Role. Note, this is not a procurement vacancy;
• Advanced/Fluent English is mandatory. German language skills preferred, additional languages are a plus
• High level of integrity and ethical approach to doing business;
• Experience with MS Office (Outlook, Teams, Excel, Word, PowerPoint);
• Experience with SAP Fieldglass and SAP’s ERP system is a plus;

• Motivation to actively steer suppliers and internal stakeholders throughout a complex process with limited time available;
• Extremely detailed-oriented, organized, and great communication skills (both oral and written);
• Experience in a fast-paced environment, ability to multitask, prioritize and problem solve;
• Highly energized, able to deliver excellent quality under deadline pressure, providing support services that are accurate and rapid;
• Ensure compliant operational procedures under legal consideration;
• Working experience within a cross country working environment (preferred).

What you'll do:

As the
Solution Advisor(SA), you will be/become the expert on/evangelist for SAP Build. You will leverage your expertise in SAP Build solutions to support sales cycles, from demand generation, identifying opportunities, driving workshops, delivering presentations and demo’s to post-sale customer support. Additionally, you will assist customers in expanding their current SAP BTP footprint to maximize value for their organization.

This encompasses:

• Providing solution-specific expertise to support new sales engagements and to drive adoption for key customers
• Providing both standard and customized/personalized solution demonstrations that bring SAP solutions to life and show customers the value of SAP.
• Drive demand generation by facilitating 1:1 and 1:few customer workshops in our physical experience center on the entire BTP portfolio.
• Support larger scale events by delivering 1:many presentations and specific showfloor activities.
• Supporting the Account Team by delivering solution presentations and events to identify and qualify new opportunities and drive adoption and consumption of SAP solutions
• Establishing yourself as a thought leader within the account team and fine-tune account strategy
• Collaborating with the team in creating overall themes and competitive differentiation
• Conducting dry runs on strategic deals and customer engagements
• Transitioning engagement to implementation partner/ Services teams effectively
• Engaging with customers to continue selling the vision of SAP solutions and ensure eagerness for renewal
• Leveraging digital assets throughout the customer engagement, including demos, presentations, and other content

Your solution focus:

We expect T-level expertise from our solution advisors. This means in general that a Solution Advisor can present our strategy on the business suite, can do broad solution presentations in SAP BTP, and has deeper knowledge in specific domains. The Solution Advisor Specialist BTP build has deeper focus on:

• Advising stakeholders on best practices and strategies for Application Development and Automation.
• Leading the design and architecture of scalable and robust development platforms tailored to specific business needs and objectives.
• Collaborating with cross-functional sales, solution advisory and architecture teams to identify opportunities for leveraging SAP Build solutions and implement technologies to increase customer satisfaction and operational efficiency.
• Analying the latest industry trends and developments in SAP Build, and translate insights into actionable recommendations for the company.
• Supporting feasibility studies and analyzing reports on new technologies and architecture, ensuring their alignment with business needs.
• In the context of our strategy a side focus on agentic AI will also be part of the territory. Part of this focus would be to support BDC – business AI focused hands-on engagements

What you bring:

Hard skills and experience:

• Bachelor's degree or Masters in Computer Science,(industrial) Engineering / Management Science or a related field.
• 3+ years of relevant experience in Application Development and Automation and/or application architecture.
• Proven track record of deploying successful development platforms and integrating solutions in a business environment.
• Knowledge of development skills: Python, Java, NodeJS, JavaScript, API Consumption, Docker, Kubernetes, REST, OData, HTML5 and others is an advantage
• Understanding of integration technologies, cloud platforms (AWS, Azure, Google Cloud), and data platforms (SAP Datasphere, SAP HANA Cloud, SAP BW, Databricks, Snowflake, etc.).
• Understanding of integration capabilities such as: JSON, Message Brokers, SOA, Web Services, REST, XML Transformation, BPMN, Kafka and others is an advantage.

Soft(er) skills

• Excellent analytical, problem-solving, and technical skills.
• Good communication and interpersonal skills, with an ability to articulate complex concepts to non-technical stakeholders.
• Ambition to become a solution expert across SAP with a track record of success
• Focus on creating compelling storylines and themes for customer interactions
• Passion and energy in customer interactions
• Ability to drive opportunities in collaboration with Account Executives and Account Directors.

Additional Skills Considered as a Differentiator

• Technical knowledge about SAP BTP Application Development solutions (eg: SAP Build Apps, SAP Build Code, SAP Work Zone, Cloud Foundry Deployment).
• Technical knowledge about SAP BTP Automation Solutions (eg: SAP Process Automation).
• Technical knowledge about SAP BTP Integration solutions (eg: SAP Integration Suite, SAP API Management, SAP Event Mesh).
• Technical knowledge about SAP Artificial Intelligence Solutions (eg: SAP AI Core, SAP GenAI Hub, Document information Extraction).
• Technical knowledge about SAP application solutions like SAP S/4HANA, SAP SuccessFactors, SAP Ariba, SAP IBP and others.
• Proven presales experience / solution specialist role.

Additional Requirements to the role

• A significant part of the role will be part of our Experience Center organization, therefor we request on average a minimum of 4 days on-site presence
• Given the nature of our engagements at customers, and in our experience center we require fluency in Dutch and English
• Hands-on experience, or the commitment to be hands-on, is a requirement since we want to not only tell the story but also show the solution and supporting proof of concept like engagements.
• Both designing Workshops around the topic of BTP and AI as delivering the workshops are part of the job. Creativity in how to build and deliver these workshops is an important skill.
• AI is one of our key strategic pillars. Any knowledge / experience in the field of AI or data science is a strong differentiator.

** This role is based in the Netherlands because of customer proximity requirements and we can only consider candidates which will not require a relocation **

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Key Responsibilities:

• Deal Structuring Support:

• Collaborate with the sales team to provide guidance on deal structuring.
• Evaluate and analyze potential deals, considering commercial revenue, cost implications, compliance requirements, and company policies.
• Improve the company policies, and initiate automation ideas for smoother deal support and contract creation processes.

• Approval Process Management:

• Facilitate the full deal approval process, ensuring all necessary internal stakeholders are engaged and informed.
• Ensure that all deals comply with company financial guidelines, compliance standards, revenue recognition (IFRS 15), and legal requirements.

• Contract Drafting:

• Draft and review commercial contracts, ensuring that terms are consistent with what was approved during the deal structuring and approval process.
• Incorporate commercial clauses and other relevant provisions into contracts, ensuring clarity and alignment with company objectives.
• Collaborate with legal teams as needed to ensure all legal aspects of contracts are addressed and mitigated.

• Stakeholder Collaboration:

• Act as a liaison between sales, finance, legal, and other internal departments to streamline the deal process.
• Maintain open and clear communication with all stakeholders to ensure alignment and understanding throughout the deal lifecycle.
• Provide training and guidance to sales and other teams on financial and compliance-related aspects of deal structuring and contract negotiations.

Qualifications:

• Bachelor’s degree in finance, Accounting, Business Administration, law, or a related field; advanced degree or professional certification preferred.
• Proven experience (3+ years) in a commercial finance role, preferably within a corporate or high-growth environment.
• Basic knowledge of IFRS 15 revenue recognition principles is an advantage.
• Good understanding of compliance standards and financial policies documents and the ability to gather information from multiple sources.
• Experience in contract drafting, with the ability to draft clear and concise non-legal clauses.
• Exceptional soft skills, including effective communication, interpersonal skills, and emotional intelligence.
• Proficiency in financial software and Microsoft Office Suite, particularly Excel. Interest in AI tools and topics is a plus.
• Strong organizational skills with the ability to manage multiple priorities and deadlines.
• High level of integrity and professionalism in handling confidential information.
• Curious personality with an attitude for learning and personal development.
• Ability to effectively manage stress in a fast-paced environment.
• Proficiency in English written and verbal. Proficiency in Italian, German or French is an advantage.

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