Digital Deal Strategy Advisor - Senior (Barcelona)
What we offer
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and aligns with 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!
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.
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 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.
* 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 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 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.
* 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.
* Help translate the customers' business requirements into the right product offering.
* Liaise with other SAP teams when specialized support is needed.
* 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.
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.
* 7+ years of experience in enterprise software sales, sales enablement, business development, or related area is required.
* Deep knowledge of Cloud technology (SaaS, DaaS, PaaS) in B2B environments.
* Strong analytical, organizational, and planning skills.
* Strong interpersonal skills: Proactivity, problem-solver mind, team spirit, empathic.
* Good ability to communicate via different channels (email/Videos/Social media).
* Fluency in English required, other languages are a plus.
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. 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.
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