SAP Digital Deal Strategy Advisor - Senior Barcelona 

Spain, Catalonia 

386724211

Key Responsibilities and Tasks

These are some of the responsibilities you will have:

Deal Qualification + Analysis of customer contract landscapes.

Deal Design & Commercial crafting (pricing, discounts, …).

BOM (Bill Of Materials) shaping.

Split Advice & Negotiation.

Training & Coaching of sales.

Expectations and Tasks:

Be a point of contact at SAP for Deal Strategy topics, managing your own sales territory (assigned countries). Become an expert in:

• Understanding SAP processes, procedures and rules (revenue recognition, compliance rules, …)
• SAP products and their terms and conditions (pricing models, maintenance, …)
• SAP resell models
• Act as an advisor for “SAP policies”.
• Make quick decisions and know-how to provide information or strategic advice to salespeople.
• Collaborate with all departments, to anticipate revenue recognition issues, as well as legal and financial risks during the sales cycle.
• Design and drive programs to facilitate alignment and productivity within sales teams, sales management and quickly resolve any conflicts to encourage smooth and productive interaction.
• Support enablement and mentorship of account executives on complex deal management, processes, and systems
• Advise on the best SAP value proposition for each customer, based on their specific needs, helping with services such as: Partner(s) identification, mutual action plan, commercial offering, business cases, strategic deal expansion, competitive positioning, pricing strategy, commercial concessions, etc.
• Help translate the customers' business requirements into the right product offering (bill of materials), sizing, as well as terms & conditions
• Liaise with other SAP teams (i.e.: S4HPC, RISE, legal, etc.) when specialized support is needed to guarantee the right positioning and customer experience
• Obtain all pre-approvals needed to guarantee a seamless and speedy quote approval process
• Support the Digital Deal Strategy Associates with quote creation, approvals, and contracting when needed
• Adhere & advise on all SAP compliance rules, and country legal regulations
• Your geographical scope may include a single country or a subset of countries within a specific region

Opportunities and Benefits:

• Visibility and Network: This role offers significant visibility within the company and involves interactions with various teams and stakeholders in an international business environment. You will collaborate extensively with Sales Executives, Finance, Pricing, Revenue Recognition, and Legal teams, expanding your professional network.
• Learning Experience: Joining the EMEA Digital Deal Strategy and Support team provides an invaluable learning experience, offering in-depth insights into SAP's internal sales processes. Expect rapid professional growth and a deep understanding of SAP's operations.
• Value Creation: Your support will be instrumental in driving success in the EMEA Volume Business segment, making you a key contributor to SAP's volume business. Proactivity and outreach to our sales team will be essential to demonstrate the value you bring to their success.
• Recognition and Growth: Building trust with our sales team and accelerating the sales cycle will earn you significant recognition. Your contributions directly influence SAP's growth and market presence.

Experience and Language Requirements

• Master or Bachelor's degree in any field from an accredited university, with preference for Business Administration, Finance, Legal, Computer Science, or related field
• +3 years proven track record in Deal Shaping / Structuring in a similar role (Sales, Legal, Compliance, Finance Operations, …)
• 7+ years of experience in enterprise software sales, sales enablement, business development, software industry operations, or related area is required
• Deep knowledge of Cloud technology (SaaS, DaaS, PaaS) in B2B environments
• Strong analytical, organizational and planning skills (Project management experience is a plus).
• Strong interpersonal skills: Proactivity, problem-solver mind, team spirit, empathic.
• Good ability to communicate via different channel (email/Videos/Social media).
• Polished professionalism with above-average organizational, planning, and problem-solving skills
• Strong presentation skills as well as excellent written and verbal communication skills
• Keen to work on meaningful innovative projects.
• Proficiency with MS Office and Teams
• Passion for working in a tech sales environment
• Hunger for learning and making a difference
• Strong work ethic: Team player, self-starter, high energy, and results oriented
• Fluency in English required, other languages are a plus

Our inclusion promise

Successful candidates might be required to undergo a background verification with an external vendor.

Regular Full Time