Digital Deal Strategy Advisor

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SAP Digital is one of the leading and most innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. The purpose of the organization is to support the Customer Success board area with a broad range of services and methodologies across the customer journey to guarantee the acquisition of net-new customers and the successful adoption and expansion of our products. Most importantly, helping more customers run better ultimately translates into a safer, cleaner, more connected, better enabled, and more equal world.

SAP Digital team prides itself not only on the outcomes, but on exemplifying our company values: Build bridges not silos, embrace differences, keep the promise, stay curious, tell it like it is, and live the leadership credo.

Job Profile
The Digital Deal Strategy & Support team - part of the EMEA Digital Hub - specializes in simplifying complex deals and accelerating sales processes for SAP's volume business segment. We provide strategic advisory and streamlined quote services to ensure efficient sales & deal execution and promote standard deal practices. By reducing the time spent by sales on complex cloud ERP quotations, our services significantly enhance sales productivity, improve opportunity win rates and accelerate SAP's time-to-revenue.

Employees working in this team usually have former sales experience and feel comfortable managing complex deals externally (with Partners & Customers) and internally (with SAP stakeholders).

The EMEA Digital Deal Strategy Team is expanding and looking for new talent to join & strengthen our team You will be part of a team of experts and champions who advise SAP's sales organization on Deal Strategy, Structuring and Closure of complex opportunities in the EMEA Volume Business Segment (Europe, Middle-East & Africa). Are you a professional Sherlock Holmes or Erin Brockovich with a curious mindset to get to the bottom of things, who loves connecting with stakeholders and has a positive mindset to help out others? Then you could be the person we are looking for

The Digital Deal Strategy Advisor is a pivotal role within the EMEA organization, serving as the GOTO Team contact for SAP Sales Executives to support them with managing their complex cloud sales cycles.

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.
This role as a Digital Deal Strategy Advisor presents a unique opportunity to make a substantial impact within the organization, fostering growth, and building lasting connections with sales professionals and various departments. Join us in driving SAP's success in EMEA, where your dedication and support will be truly valued and rewarded.

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 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. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Americas: ****** or ******, APJ: ******, EMEA: ******.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

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

Requisition ID:401398 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time |

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