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Premium Engagement - Senior Contracts Specialist Job

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Date: Jul 15, 2019

City: Newtown Square, PA, US, 19073

Company: SAP

Requisition ID: 206980
Work Area: Consulting and Professional Services
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time



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.



The Support Solution Principal for Premium Engagements possesses advanced/expert-level knowledge of the Premium Engagement service portfolio, contracting and negotiation procedures, value-based sales processes and SAP field organizations structure and procedures. Responsibilities include managing the end to end contracting process, direct customer negotiations, and gathering customer intelligence for Premium Engagement sales pursuits for North America.

Acts as the DBS PE interface with delivery, finance, sales and SAP’s corporate contracts department. The Solution Principle understands and supports the development of a value proposition along with supporting materials to enable account teams to close premium support opportunities.

Enables customer partnerships via clear and crisp deal negotiation with attentiveness to detail, vast knowledge of SAP's terms and conditions and an ability to effectively communicate the structure of SAP’s Premium Engagement program.



The candidate will:

  • Ensure Premium Engagement program guideline adherence (including structure and pricing) on all deals in North America.
  • Work closely with the SAP Solutioning Center to ensure the scope of the engagement is customer ready in a timely manner, accurate and consumable by the customer from a business/technical perspective as well as from a resource and budget perspective.
  • Educate customers and sales colleagues on Premium Engagement contracts and contracting procedures
  • Leads all customer contracting and negotiations
  • Ensure compliance on a financial and business level while articulating the implications and consequences of certain actions to upper management.
  • Act as a point of contact and trusted advisor for sales, delivery and solutioning team members
  • Participate the in the development and continuous improvement of global policies relating to pricing, negotiation, and contract compliance.
  • Troubleshoot difficult internal and customer situations by thinking creatively and within reason.
  • Resolves conflicts in the internal contractual, business and legal processes.
  • Assist with a variety of special projects targeting the construction of foundation segments for evolving pilot programs.
  • Uses their knowledge of SAP solutions and maintenance offerings to provide collaborative leadership within the virtual account team in support of sales plan execution.



  • Bachelor equivalent: minimum requirement
  • Master equivalent: optional
  • 5+ years of experience in enterprise software, service or maintenance sales or delivery
  • Excellent presentation and communication skills
  • 5+ years of experience in contracting and contract negotiation
  • Consistent demonstrated history of successful customer focus support either through direct engagement in sales process or in a support role from delivery
  • Possess strong sense of teamwork, integrity, self-motivation, positive attitude and creativity
  • Able to rapidly absorb new facts and techniques
  • Motivated to exceed the needs of customers despite internal and external obstacles



Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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. ( or, APJ:, EMEA: Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Successful candidates might be required to undergo a background verification with an external vendor.
Additional Locations:

Nearest Major Market: Philadelphia

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