Commercial and Pricing Manager Emea North

**We help the world run better**

**PURPOSE AND OBJECTIVES**

The Global Commercial Finance organization is a trusted and recognized business partner community who is providing leadership, service, and insight in all commercial related activities. The EMEA North Commercial Organization provides comprehensive deal support to Customer Success/Sales and external customers with focus on quality, time and adherence to compliance requirements. Our commercial business partners & champions support sales account teams with focus on commercial processes such as deal review & structuring, contracting, orchestration of complex deals and negotiation support.

We are looking for you as Commercial Business Partner for the EMEA North Commercial Organization to be based in Paris, Levallois supporting the French Market Unit.

The role of Commercial Business Partner has a very strong commercial focus and is embedded in the commercial area. He/she works closely with the sales teams and often takes one key role in deal approval coordination, advising on deal structure, providing pricing information, identifying risk and revenue recognition issues and finding practical commercial solutions to meet the needs of customer and the SAP business while keeping the compliance matters at the highest level of standards.

An essential part of the job is actively supporting the commercial process and coordination of complex transactions, together with the other Subject Matter Experts involved, such as Legal, Revenue Recognition and Pricing, Contracting, Global Risk & Compliance and SAP management if relevant.

The Commercial Business Partner is supporting colleagues understanding of SAP offering, go-to-market model, deal structuring, contracting and further development of the deliveries e.g. new business models. He/she manages a variety of commercial contracts/requests in accordance with company policies and procedures, applicable laws, and customer requirements.

The Commercial Business Partner is reporting to the French Market Unit Commercial Director.

**EXPECTATIONS AND TASKS**
- Ensure that complex Cloud and On Prem Deals are approved in proper manner and timelines according to internal deal approval processes and procedures.
- Ensure Compliance with corporate guidelines and management policies and basic legal requirements.
- Analysis of historical situation with customers and business practice, capability to preview/ predict the potential pitfalls and issues for every particular business case, timely communication and follow up with the sales organization about any new facts or potential topics that may potentially affect the deal and/or contract with the customer at hand;
- Advising the Account Executives regarding the standard on Contracting, Pricing and Revenue Recognition topics and providing information when requested plus reviewing and commenting on deal structures provided by the Account Executive;
- Preparing Contract Order Forms based on SAP’s standard template; also reviewing, commenting on, redrafting Customer’s review and redlining;
- Support the SAP Account Team in customer dialogue and negotiation related to SAP contracts and pricing rules;
- Driving decision making process taking into account all various factors such as: customer requirements; field organization business targets and needs; internal rules and restrictions; financial risks and compliance matters; escalation management where appropriate;
- Targeting to the delivery of final decision, focus on execution with avoidance of over-complicated processes, provision of simple and efficient solutions;
- Ease the way of contract creation for the Account Executive by leading through and explaining the process steps.

**EXPERIENCE AND Requirements**
- Proficient Knowledge and at least 10 years of experience of one or more of the following disciplines: Revenue Recognition, Pricing, Contracting, Quote Support, Legal
- Ability to partner and align with various department and other organizational units (eg: Sales, Shared Service Centre and Center of Expertise organizations...)
- Strong team player/Strong service mindedness and customer
- & solution orientation
- Knowledge about the various business scenarios and the respective process flows and contact points
- Negotiating skills
- Ability to work in complex, ever-changing and demanding environment
- Experience in deal support topics such as pricing and deal structuring, revenue recognition, legal, risk management, customer facing activities
- Advanced written and spoken English and French skills.

**EDUCATION AND QUALIFICATIONS/ SKILLS AND COMPETENCIES**
- Highest school degree or successfully completed University Degree (preferred) or similar proficient experience
- +10 years of experience in the finance or commercial areas with a proven performance track record

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