Provide end-to-end renewal execution support; maintain knowledge of commercial negotiation, product portfolio and entitlement metrics, and support on transactional steps related to renewals and replacements. This may include:
Understand changes in business and regulatory environments to ensure compliance with SAP’s policies
Work with Field Pricing, Rev Rec, Legal, Contracts, oCFO and other teams to ensure cloud renewals and replacements are structured in accordance with SAP’s policies
Work in complex renewal transactions and critical non-routine transactions such as replacements and propose alternatives to customer more preferable or simpler transaction setup
Develop strong relationship and Ensure business partnering with the leaders of their Market Unit Sales Team and Deal Support such as Pricing, Rev Rec, Contracts, Legal etc.
Understand end-to-end process sales process and understand changes in business and commercial policies
Keep current on the latest commercial and finance training content and programs
Engage in all lines of cloud business and gain and understanding of the end-to-end process sales process
Demonstrate skills and knowledge in the area of renewal strategy, deal architecture, customer negotiation and internal navigation of commercial, legal, pricing and finance
Ability to understand and negotiate commercial and legal terms and drive incremental revenue
Leverage internal SAP networks to navigate cross-functionally and regionally.
Possess knowledge of SAP Cloud Terms and Conditions.
Understand and deploy negotiation methods that are mutually beneficial to SAP and the customer.
Knowledgeable in commercial metrics and forecasting principles.
REQUIRED EXPERIENCE
Bachelor’s Degree or equivalent comparable experience
Experience in a customer facing role with ability to influence different stakeholders using strong relationship and communication skills.
Commercial negotiation experience with a proven record to meet or exceed renewal revenue goals.
Ability to work through multiple SAP commercial software systems.
Proven ability to organize and prioritize tasks while being process oriented.
Communicate clearly both orally and in written form and proven ability to build strong relationships.