Senior Advisor Renewals & Commercial Management

- Identify and drive On-prem Maintenance Renewal and Re-instatement opportunities
- Close collaboration on deal shaping and deal execution activities within the MU through strong partnership within Industry and LOB sales force, CE&X delivery teams, CFO and commercial teams
- Leverage all available resources and policies to provide commercial structures to enhance our ability to renew recurring revenue streams
- Management and enforcement of Revenue at Risk topics, take lead in reduction requests to safeguard Maintenance and Cloud renewal revenue
- Avoid third-party Support provider entering our customer base and prepare competitive positioning
- Foster joint customer activities and support deal negotiation by providing value-based content, strength of SAPs Support portfolio as well as SAPs Maintenance and Extension policies details
- Provide guidance to the sales force, F&A community and delivery teams and advise them on Maintenance business details as well as on business and commercial policy related topics
- Know and understand key commercial initiatives such as RISE, One Strike, sales promotions, etc. and SAPs Cloud business to contribute in more complex sales cycles at hybrid customers
- Ensure compliance in SAPs Maintenance and Cloud business while approving deals along our policies
- Customer "post-sales" activities to help customers to get maximum business value on SAPs solution and services portfolio together with CE&X delivery and account teams
- Develop deep experience level and a strong position in the RCM team to act as RCM SPOC or Multiplier supporting all EMEA RCM colleagues in certain areas
- Utilize and help to further optimize Maintenance and Cloud reporting and analytics tools

EXPECTATIONS AND TASKS

- Demonstration of in-depth knowledge and application of Maintenance program strategy, development and deployment to educate and enable sales force
- Direct interaction with AEs, sales management and indirect sales to position the value of SAP's Maintenance solutions and to provide guidance to the account teams
- Support deal negotiation, execution and exceptional approval processes as needed by providing value-based content, arguments on SAPs Support portfolio as well as SAPs Maintenance and Extension policies, Cloud transition and support deal approvals (quotes) along our policies
- MAR case support (Maintenance at Risk) by monitoring and frequent reporting of cases to management, and keep CRM accurate and in sync to contract system ISP
- Support internal projects, identify additional local key initiatives to maximize Maintenance revenue and minimize Maintenance base erosion
- Central contact person and general ad-hoc support for dedicated SPOC topics depending on the needs of the team
- Support Cloud deals to help customers to successfully expand towards Cloud solutions, RISE, HANA Enterprise Cloud (HEC), S/4 HANA at customer's own pace
- Support Maintenance Renewals and Re-instatement cases
- A C1 S2 L3 mindset following the LACE principle

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

We seek people with distinctive academic credentials, strategic thinking, superior problem-solving skills and a strong professional track record of results. In addition, we place high value on relevant personal qualities: open mindset, agility, resourcefulness, tenacity, high energy and self-confidence.