We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
What You'll Do
The ideal candidate for the Global Strategic Initiatives (GSI) position is an individual who is able to manage and coordinate the critical phases of the Deal Cycle in conjunction with the Account Team and local / regional management. This includes the following phases: Strategy, Deal Structuring, Negotiations and Closure.
Strategy: The GSI member works with the Account Team to set objectives, analyze key corporate data (such as corporate reports, Board Members, eco-system), and ensure executive alignment and governance. The individual will be able to provide advice on the competitive situation and create an actionable strategy to execute the deal.
Deal Structuring: The GSI member will be able understand the business objectives and create a deal structure that maximizes the value of the opportunity and achieving SAP's business objectives. The individual works with the Account Team on the opportunity to establish the Bill of Material and Commercial Structure based on various factors: competitive situation, historical purchasing pattern by customer, size of project, and timing. Based on this, the individual can work with the account team to prepare and, in conjunction, present the proposal.
Negotiations: The GSI member will be experienced to be involved with or advise on customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of terms that impact Revenue Recognition, Pricing, Legal, etc. and provide alternative solutions to the Customer (or Account Team).
Closure: The GSI member will be able to assist the Account Team and customer in final closure of any contractual/legal issues for the deal, including assisting on briefing senior management on issues and driving approvals.
What You Bring
- Strong experience of over 15+ years in Complex Selling cycles for on-premise solutions, cloud solutions, and one services engagements.
- Experience in Formulating, setting, and managing strategy with account team to accelerate sales cycle
- Experience in the initial planning around an opportunity to maximize deal value.
- Proven ability to confirm key decision-makers and their decision-making process.
- Experience engaging with customers to evaluate their business issues and requirements.
- Demonstrated success in identifying key levers to create a compelling event and drive deal closure.
- Experience in advising on and shaping competitive positioning.
- A track record of researching and profiling customers and their business ecosystems.
- Proven ability to advise on and construct optimal commercial structures that address competition and customer requests, while preserving revenue recognition and company value.
- Experience in leading or supporting the presentation of proposals to customers.
- Demonstrated success in developing strategies for pricing and discount structures to maximize value.
- Experience formulating competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow an opportunity.
- Experience in crafting strategy to address competitor's pricing.
- Experience defining and owning the close plan in collaboration with the Account Team and customer.
- Experience in leading or supporting the negotiation of terms and conditions for Software License and Professional Services Agreements.
- Proven ability to coordinate the involvement, input, and evaluation from various internal teams (e.g., Revenue Recognition, Contracts, Pricing, Finance) on a deal.
Meet your team
GSI is a global organization supporting SAP's most strategic and complex engagements to achieve the best possible results for SAP and our customers.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: [Confidential Information].
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 447104 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
