SAP Commercial Business Graduate 

United Kingdom, England, London 

264653626

Role Purpose

• The Commercial BusinessGraduatewill negotiate and manage a variety of commercial contracts in accordance with company policies and procedures, applicable laws, and customer requirements.
• The contracts will typically include software licences, cloud agreements, maintenance agreements, development agreements, hosting agreements and supplier agreements across SAP’s entire business.
• The role has a very strong commercial focus. The Commercial BusinessGraduatewill need to work closely with the sales teams and often take a central role in customer negotiations, advising on deal structure, providing detailed pricing information, identifying risk and revenue recognition issues and finding practical commercial solutions to meet the needs of the business.
• The Commercial BusinessGraduateis responsible for advising the organization so that it may achieve compliance with existing and new legislation and internal procedures.

Duties and Responsibilities
Graduate’sresponsibilities will include:

On-Premise Software and Cloud Services:

• Preparing, negotiating and drafting amendments to the SAP Agreements;
• Advising the Account Executives on the SAP Price List and providing pricing information when requested;
• Reviewing and commenting on deal structures provided by the Account Executives (including discounts);
• Preparing and negotiating Order Forms based on SAP’s standard template;
• Reviewing, commenting on, negotiating and redrafting Customer’s Agreements;
• Working on Cloud swaps, including preparation of swap tables and drafting of amendments;
• Working with the in-house Revenue Recognition specialists to advise on potential revenue recognition issues under IFRS 15;
• Ensuring the SAP approval and pre-approval processes have been followed;
• Responding to complexenquiries regarding contract obligations and revisions.
• Liaising with Legal on legal amendments to the agreements.

Other

• Sales enablement
• Close alignment with sales managers on opportunities
• Central point of contact for the opportunities
• Ad hoc projects

Skills required

• Good knowledge of general corporate business practices and commercial contracting regulations and principles;
• An ability to quickly identify risks and issues and suggesting alternatives that lead to the best solution and escalating matters within the business where necessary;
• An ability to work well and remain calm under pressure which will include managing multiple contracts at any one time, meeting tight timelines especially at month and quarter end and having to participate in unscheduled meetings;
• Good analytical skills to understand, interpret and advise on the SAP Price List and create pricing spreadsheets;
• An ability to clearly explain outstanding contractual issues to the Account Executive and ensure there are no conflicting messages being provided to the Customer;
• An ability to own and manage a problem to ensure that it is resolved or concluded as quickly as possible;
• An ability to follow internal processes to ensure that appropriate approvals have been obtained and recorded;
• A confident individual who is happy to liaise and communicate at all levels within a company including with the Managing Director, CFO and Commercial Director;
• Some IFRS 15, Revenue Recognition experience to identify when matters need to be referred to the SAP Revenue Recognition specialists would be an advantage;
• Excellent oral and written skills.

Experience required

• Experience of working on similar matters to those detailed in this Role Profile;

• Experience of working directly with a sales force.