Digital Deal Advisor (Tempe, AZ)

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. 

 

The Digital Deal Advisor will be acting as a deal support center for SAP Account Executives within the Midmarket in North America specifically focusing on the support and processes associated with SAP ERP, HCM, CX and other deals. This specialist is expected to contribute to revenue growth and profitability by streamlining processing of SAP ERP, HCM, CX and other sales opportunities with associated 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.

 

The main function of the Deal Desk is to 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.

 

The position will work with sales enablement on delivering training and education around deal structuring, pricing, quoting, and contract management. This position will require significant multi-tasking and willingness to assist AEs in MIDMARKET with S/4 Hana Cloud and HEC sales by leveraging multiple stakeholders in the SAP landscape.

 

 

RESPONSIBILITIES

• Responsible for execution of the SAP ERP, HCM, CX and other deal types in coordination with AEs. Process customer requests for selling deals and completing the required paperwork along with AE (CRM Opportunities, Margin Calculator, 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 initially focused on SAP ERP, HCM, CX and other 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 (ERP, HCM, CX, etc.) with the aid of any necessary resources for example SME's, Solution Architects etc.
• Work with CAA to provide pricing and architecture documents.
• Provide deal structure guidance and recommendations to Sales that balances a data driven approach with creative and out of the box thinking.
• Drive the execution of contracts by working with cross functional teams and stakeholders, including Sales, Legal, Accounting, and Operations
• Ensure contract compliance with internal controls.
• Create contracts for submission for SAP’s existing and potential new customers: Responsible for drafting, modifying, and finalizing contracts, including new and add-on business for SAP ERP, HCM, CX and others.
• Contract Validation: Closely cross-collaborate with the Industry AEs, Pricing and Revenue Recognition teams in the local market units during the contract drafting and negotiation process. 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.
• Assist Account Team in Provisioning of Software and Subscriptions when needed.

 

WORK EXPERIENCE

• Minimum of 5 years experience in the software business with 2 years in Sales Operations or Deal Support
• Working experience within a shared service center environment (preferred)
• Experience with CRM tool and experi