Commercial Business Graduate

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

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. That’s 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 it’s the best-run businesses that make the world run better and improve people’s lives. 

 

 

Role Purpose

• The Commercial Business Graduate will negotiate and manage a variety of commercial contracts in accordance with company policies and procedures, applicable laws, and customer requirements.
• The contracts will typically include software licences, cloud agreements, maintenance agreements, development agreements, hosting agreements and supplier agreements across SAP’s entire business.
• The role has a very strong commercial focus. The Commercial Business Graduate will need to work closely with the sales teams and often take a central role in customer negotiations, advising on deal structure, providing detailed pricing information, identifying risk and revenue recognition issues and finding practical commercial solutions to meet the needs of the business.
• The Commercial Business Graduate is responsible for advising the organization so that it may achieve compliance with existing and new legislation and internal procedures.

 

Duties and Responsibilities
The Commercial Business Graduate’s responsibilities will include:

On-Premise Software and Cloud Services:

• Preparing, negotiating and drafting amendments to the SAP Agreements;
• Advising the Account Executives on the SAP Price List and providing pricing information when requested;
• Reviewing and commenting on deal structures provided by the Account Executives (including discounts);
• Preparing and negotiating Order Forms based on SAP’s standard template;
• Reviewing, commenting on, negotiating and redrafting Customer’s Agreements;
• Working on Cloud swaps, including preparation of swap tables and drafting of amendments;
• Working with the in-house Revenue Recognition specialists to advise on potential revenue recognition issues under IFRS 15;
• Ensuring the SAP approval and pre-approval processes have been followed;
• Responding to complex enquiries regarding contract obligations and revisions.
• Liaising with Legal on legal amendments to the agreements.

Other

• Sales enablement
• Close alignment with sales managers on opportunities
• Central point of contact for the opportunities
• Ad hoc projects

 

Skills required

• Good knowledge of general corporate business practices and commercial contracting regulations and principles;
• An ability to quickly identify risks and issues and suggesting alternatives that lead to the best solution and escalating matters within the business where necessary;
• An ability to work well and remain calm under pressure which will include managing multiple contracts at any one time, meeting tight timelines especially at month and quarter end and having to participate in unscheduled meetings;
• Good analytical skills to understand, interpret and advise on the SAP Price List and create pricing spreadsheets;
• An ability to clearly explain outstanding contractual issues to the Account Executive and ensure there are no conflicting messages being provided to the Customer;
• An ability to own and manage a problem to ensure that it is resolved or concluded as quickly as possible;
• An ability to follow internal processes to ensure that appropriate approvals have been obtained and recorded;
• A confident individual who is happy to liaise and communicate at all levels within a company including with th