Digital Deal Strategy Advisor

 We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

PURPOSE AND OBJECTIVES

Digital Deal Strategy will be acting as a deal support center for SAP Account Executives within Midmarket Latin America focusing on the support and processes associated with Cloud deals. This specialist is expected to contribute to revenue growth and profitability by streamlining processing of sales opportunities with associated Midmarket AEs, for both existing and net new customers and achieve orders targets.

This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, cloud architects, finance, pricing, rev rec, and legal. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess requests and find solutions that meet stakeholder needs.

We are looking for a results-driven, self-starter to join our team. This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that SAP has.

This position will require significant multi-tasking and willingness to assist AEs in Midmarket by leveraging multiple stakeholders in the SAP landscape.

RESPONSIBILITIES

The team is divided in two roles:

• Digital Deal Strategy (NNN): provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that SAP can win deals, increase market share and grow the revenue stream. Main responsibilities:
  • Execution of Cloud deal types in coordination with AEs. Process customer requests for selling deals and completing the required paperwork along with AE (CRM Opportunities, Quotations, Order Forms, Resource Requests);
  • Comply with operational procedures e.g. for sales, delivery, financial and legal requirements
  • Be the expert with SAP sales internal tools, resources and processes specifically related BOM, pricing, proposals, contracts and bookings focused on Cloud opportunities.
  • Increase deal velocity and improve the engagement model with sales reps, sales leadership, and other stakeholders.
  • Act as the subject matter expert on adherence to approval policy, deal-design of special pricing requirements, troubleshooting pricing related deal issues, and sales escalations
  • Validate BOMs with the aid of any necessary resources for example SME's, Solution Architects etc.
  • Provide deal structure guidance and recommendations to Sales that balances a data driven approach with creative and out of the box thinking
  • Verify customer, user and pricing information provided by Account Executives and Pricing teams, work with the Revenue Recognition teams to prevent revenue deferrals and ensure final business and contract terms.
  • Provide active quarter-end and year-end close deal support to the sales community in a dynamically driven environment.

• Digital Deal Strategy (Installed Base): Support MidMarket AEs to find commercial solutions considering SAP policies and rules validating multiples scenarios with different stakeholders in complex deals. Main responsibilities:
  • Validate move to cloud scenarios and recommend BOM optimizations.
  • Evaluate BOM and support in reviews with Pricing and Solution owners evaluating TCO.
  • Give directions in contracts and landscape analyzes and tips of potentials extensions or cross-sells.
  • Review cloud to cloud scenarios with a commercial perspective considering customer impact.
  • Share tips in split (multi countries) engagement model.
  • Share insights and ideas for customer´s/partner´s non standard requests.

WORK EXPERIENCE

• Minimum of 3-year experience in the software business with 2 years in Sales quota carrier role or Sales Operations or Deal Support
• Experience with CRM, Harmony and SAP internal systems
• Knowledge of SAP internal process and rules for Deal approval (Incubation, Pricing, Rev Rec, CE/RCM, CSS, Controlling, …)
• Experience in BOM review and architecture definition (preferred)

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Proficient in written and spoken English, Portuguese and Spanish (preferred).
• Bachelor´s degree.
• Excellent communication skills are a must
• Team player
• Extremely detail-oriented, organized and with strong follow-up skills
• Ability to multitask, prioritize and solve problems with little direct supervision
• Good command of MS Office (Excel, word, PowerPoint and Outlook)

​Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

We win with inclusion

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: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 396248  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.