Commercial Business Partner Job at SAP

Role Description

• The Commercial Business Partner will manage end to end deal support covering On Premise, Cloud and all other types of Software and Maintenance revenue by managing the completion of Deal Support activities. Interact with the broader F&A community, sales executives as well as external customers to achieve desired results/services. Continued emphasis on team work (local and international teams) and dedicated efforts towards process improvement, standardisation and change management.

Expectations and task
Commercial Business Partnering

• Responsible for managing Deal Support standards, policies and procedures.
• Ensure compliance with deal approval Delegation of Authority.
• Lead and navigate the sales team through commercial policies.
• Take part in customer meetings, where applicable, and handle complex contract negotiations.

Revenue Recognition

• Understand Revenue Recognition requirements in a deal structure and liaise with various key stakeholders in Africa and EMEA to ensure correct revenue recognition principles have been applied.
• Maintain relationship with auditors to address audit findings. May handle complex transactions and negotiations.
   

Licensing And Pricing

• Provide local pricing expertise in coordination with the EMEA Pricing Team.
• Provide licensing guidance and recommendations in conjunction with the EMEA Pricing and/or License Management teams.
   

Cloud Deals Desk

• Oversees Cloud Commercial Expertise for the Africa area.
• Recognized as chief subject matter expert in Cloud Pricing and other Cloud Commercial Terms, internally and externally.
• Works closely together with the EMEA Cloud Deal Desk.
   

Work Experience

• Several years’ experience in at least two or three deal support topics such as:
• Pricing and deal structuring
• Contracting
• Revenue recognition
• Legal
• Risk management
• Customer facing activities
• Working experience with Shared Service Centre(s) (is a preference)
   

Education And Qualifications/Skills And Competencies

• BCom degree or post graduate business qualification (MBA or similar)
• In depth knowledge in all of the following functional topics and good understanding in the residual topics:
• Revenue Recognition
• Pricing
• Contracting
• Quote Support
• Legal
• Excellent understanding of most Deal Support topics
• Very good negotiation skills
• Excellent understanding of legal conditions (from Legal Templates)
• Excellent understanding of risk management during the opportunity
• Excellent network in the different disciplines and departments and to other organizational units
• Very strong team player
• Very good service, customer, and solution orientation

Excellent financial acumen and ability to derive and communicate commercial models

• Excellent business acumen and able to take over the negotiation at any point of time
• Excellent knowledge about the various business scenarios and the respective process flows and contact points
• Excellent in preparing decisions and take decisions in given boundaries
• Excellent consulting skills for solving the customer requests to provide the best solution for customer and SAP’s interests
• Fluent written and spoken English skills