Commercial Buisness Parter North and South Latam

hace 7 meses

Buenos Aires, Argentina SAP A tiempo completo

**We help the world run better**

We are looking for finance specialists with an understanding of deal structuring to work as commercial business partners to our sales teams and customers.

**The Role**

As a Commercial Business Partner, you will support SAP sales teams with customer requests and help to minimize complexities for both parties. This will include advising account executives on pricing, revenue recognition, compliance, contracting and related guidelines and policies related to deal structuring.

You will act as a trusted adviser who can guide internal customers through internal processes and try to minimize touchpoints wherever possible.

**Role Requirements**

In addition to finance experience, you must understand software license contracts and delivery of associated services, including drafting of such contracts.

If you are a collaborative, customer-focused finance professional able to work to deadlines, this role offers plenty of opportunity to grow and develop within this field.

**Business management**
- Be proactive and be prepared to support forecasted/key deals for the current and next quarter and help to smooth the overall process through alignment with sales teams to better understand deal closing plans, timing, complexities, etc.
- Ensure that appropriate attention and commercial finance support is provided to forecasted deals
- Serve as a valued business partner to the sales teams in supporting customer requests and helping to minimize complexity for the customer, sales teams, and SAP
- Ensure compliance risks are mitigated through clear guidance on SAP policy requirements
- Focus on execution and the outcome
- Mitigate any over-complicated processes with simple and efficient solutions
- Recommend and drive process improvements through expanded use of technology, and simplification of the deal support activities
- Build long-term trusted business relationships with sales teams and focus on sustainable business growth, not only focusing on maximizing short-term revenue achievement

**Deal structuring**
- Advise the Account Executives on the standards for pricing, revenue recognition, compliance, contracting topics, and other applicable SAP guidelines and policies (seeking assistance from domain experts, when required), and reviewing and commenting on proposed deal structures
- Analyze the commercial history with customers, anticipate the potential pitfalls and issues for every business case, provide timely communication and follow up to the sales organization about any new facts or topics that may potentially affect the deal and/or agreement with the customer
- Proactive coordination and orchestration of the best resources from various teams that can help to shape and/or review deals
- Guide internal stakeholders through the various internal processes and try to minimize touchpoints, wherever possible
- Advise the Account Executives on possible pre-approved changes to the relevant contractual clauses
- Participate in customer meetings (in person & virtual) to align customer’s requirements with deal support guidelines in the best interest of both the customer and SAP, as appropriate, and in alignment with direct manager.

**Deal approval**
- Guide internal stakeholders through the Delegation of Authority (DoA) and approval processes
- Check the completeness and accuracy of quotations (for Services business, this task is performed by CBS)
- Perform the initial approval (or rejection) of quotations (For Services business, CBPs perform the commercial review of quotations)
- Ensure that deals within their respective scope (On-Premise/Cloud) are approved in accordance with internal deal approval processes and procedures and within the required timelines

**Contracting**
- Ensure that the terms and conditions within our contract package have been fully approved are in accordance with current policies (For the Services business, this task is performed by CBS)
- Secure approval of contract terms per the DoA, prior to the release of the contract package to an Account Executive
- Engage the Field Legal team for second-level support for “deep redlining”, in accordance with clearly defined procedures and responsibilities
- Ensure contract package is signed by the relevant authorized signatories from SAP, as appropriate (for the Services business, this task is performed by CBS)
- Ensure there are no contract alterations after the receipt of the contract from the customer, it is very important that the contract matches the approved terms within the quote (for the Services business, this task is performed by CDS) 9 Order-to-Invoice support
- Release the contract package for booking (On-Premise)
- Support booking-related queries on deal specific terms and conditions (complex contracts sometimes present difficulties for the booking team) Cash Collections support
- Second-level support in dispute resolution (i.e., A/R checks, etc.), customer satisfaction issues, etc.
- Support customer blocking

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