Title:
Renewal Execution Tasks:
- 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.
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