Senior Advisor Renewals & Commercial Management

Job description / Role

Customer Success Partner Senior Advisor- Renewals & Commercial Management

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.

PURPOSE AND OBJECTIVES

Previously known as Maintenance Go to Market, or MGTM, the Renewals & Commercial Management or RCM organization has been established to ensure the continuous success of SAP's Recurring Revenue (Cloud and Maintenance businesses), communicate in one voice to our customers and enhance our customer retention. At the same time RCM is consulting closely with sales colleagues regarding deal shaping, business rule interpretation and deal approvals, to transition our customers successfully into the SAP Cloud.

This role as Customer Success Partner Advisor, in close alignment with several internal roles, is responsible for the following tasks regarding SAP Support offerings and Cloud transition:

- Identify and drive On-prem Maintenance Renewal and Re-instatement opportunities
- Close collaboration on deal shaping and deal execution activities within the MU through strong partnership within Industry and LOB sales force, CE&X delivery teams, CFO and commercial teams
- Leverage all available resources and policies to provide commercial structures to enhance our ability to renew recurring revenue streams
- Management and enforcement of Revenue at Risk topics, take lead in reduction requests to safeguard Maintenance and Cloud renewal revenue
- Avoid third-party Support provider entering our customer base and prepare competitive positioning
- Foster joint customer activities and support deal negotiation by providing value-based content, strength of SAPs Support portfolio as well as SAPs Maintenance and Extension policies details
- Provide guidance to the sales force, F&A community and delivery teams and advise them on Maintenance business details as well as on business and commercial policy related topics
- Know and understand key commercial initiatives such as RISE, One Strike, sales promotions, etc. and SAPs Cloud business to contribute in more complex sales cycles at hybrid customers
- Ensure compliance in SAPs Maintenance and Cloud business while approving deals along our policies
- Customer "post-sales" activities to help customers to get maximum business value on SAPs solution and services portfolio together with CE&X delivery and account teams
- Develop deep experience level and a strong position in the RCM team to act as RCM SPOC or Multiplier supporting all EMEA RCM colleagues in certain areas
- Utilize and help to further optimize Maintenance and Cloud reporting and analytics tools

EXPECTATIONS AND TASKS

- Demonstration of in-depth knowledge and application of Maintenance program strategy, development and deployment to educate and enable sales force
- Direct interaction with AEs, sales management and indirect sales to position the value of SAP's Maintenance solutions and to provide guidance to the account teams
- Support deal negotiation, execution and exceptional approval processes as needed by providing value-based content, arguments on SAPs Support portfolio as well as SAPs Maintenance and Extension policies, Cloud transition and support deal approvals (quotes) along our policies
- MAR case support (Maintenance at Risk) by monitoring and frequent reporting of cases to management, and keep CRM accurate and in sync to contract system ISP
- Support internal projects, identify additional local key initiatives to maximize Maintenance revenue and minimize Maintenance base erosion
- Central contact person and general ad-hoc support for dedicated SPOC topics depending on the needs of the team
- Support Cloud deals to help customers to successfully expand towards Cloud solutions, RISE, HANA Enterprise Cloud (HEC), S/4 HANA at customer's own pace
- Support Maintenance Renewals and Re-instatement cases
- A C1 S2 L3 mindset following the LACE principle

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

We seek people with distinctive academic credentials, strategic thinking, superior problem-solving skills and a strong professional track record of results. In addition, we place high value on relevant personal qualities: open mindset, agility, resourcefulness, tenacity, high energy and self-confidence.

Requirements

WORK EXPERIENCE

- Recommended 3+ years professional work experience preferably in sales, commercial, business development or services
- Knowledge of IT landscapes and the roles of SAP's portfolio within that landscape
- Knowledge of Maintenance and Services skills are of advantage
- Experience with SAP Cloud solutions.
- Strong organizational and business communication skills
- Ability to work independently with a minimum of supervision
- Standards of performance: Strives and consistently achieves quality results, exhibits conscientiousness, dedication, self-discipline and responsibility
- University Degree in Economics, Engineering, IT or comparable study paths with business acumen
- Demonstrated proficiency with MS Offices Tools
- Excellent English language skills - written and verbal
- Arabic language skills are of advantage
- Interpersonal Skills: team player and proactive networking attributes
- Project experience and structured work attitude
- Negotiation skills

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now.

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.

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

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities.

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.