Job Description

Requisition ID: 273674
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

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. Thats 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 its the best-run businesses that make the world run better and improve peoples lives.

Key Areas of Responsibility and Tasks

The Cloud Renewals Executive is responsible for delivering end-to-end renewal execution through partnership with Customer Engagement Executives, driving toward and ensuring mutually beneficial and successful outcomes. This role is responsible for interfacing with customers on SAPs behalf to negotiate commercial terms and drive incremental revenue. Cloud Renewals Executive are the Renewal Center of Excellence representative who interface with field teams on a day-to-day basis. Cloud Renewals Executives possess skills and knowledge in the area of renewal strategy, deal architecture, customer negotiation and internal navigating of commercial and legal teams.

Cloud Renewals Executive are responsible for all internal process-related phases of renewals for Cloud Lines of Business, as aligned to the CLM end-to-end renewal execution model. They are responsible for ensuring internal processes and transactional requirements supporting commercial execution and revenue retention. This role is also an advocate to drive improvements within the business using insight and experience

Renewal Execution Tasks

* Provide end-to-end renewal execution support; maintain knowledge of commercial negotiation, renewal execution, support on transactional steps related to renewals and replacements.
* Provide renewal forecasting support by accurately scrubbing renewals 12 months in advance of expiration date; clean up data inconsistencies and ensure accurate order base value and contract dates.
* Knowledgeable on internal SAP networks; experience navigating cross-functionally within customer engagement, sales, commercial and legal teams.
* Knowledgeable on SAP Cloud Terms and Conditions and how to convert legacy agreements.
* Knowledgeable on Scope of negotiation authority within SAPs policies and procedures.
* Knowledgeable in customer negotiation methods.
* Knowledgeable in SAP CRM functionality (Opportunity & Quote).
* Knowledgeable in Forecasting principles, methodologies, and triggers.
* Knowledgeable in Renewal metrics, including uplift, upsell, cross-sell, etc. and how to accurately influence these metrics via SAP CRM in accordance with Cloud Bookings policies.
* Knowledgeable in Regionally-specific process requirement
* Knowledgeable in Regional deal support structures and relationships with/ability to influence these teams.
* Knowledgeable in Cloud LoBs product portfolio and entitlement metrics (conversant knowledge); Able to Liaise with various approval steps including rev rec, finance, office of CFO, legal, etc.

Experience & Language Requirements

* Minimum 3 years experience in renewals, sales, account management, or equivalent customer facing role.
* Commercial negotiation experience with a proven record to meet or exceed renewal revenue goals.
* Proven ability to influence different internal LoB stakeholders using strong relationship and communication skills.
* Ability to work through multiple SAP commercial software systems.
* Proven ability to organize and prioritize tasks while being process oriented.
* Communicate clearly both orally and in written form

Education

* Bachelors Degree or equivalent comparable experience

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 youre searching for a company thats 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. If you 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

Additional Locations: