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Date: Nov 6, 2017

Location: Shanghai, 31, CN

Company: SAP

Requisition ID: 152591
Work Area: Finance
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time




As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.


Key Areas of Responsibility and Tasks

Commercial Expert acts internally and externally as single point of contact (SPoC) for all relevant Commercial topics. Participates in Deal Support activities within Commercial Finance. Acting as a Steward, Business Partner and Transformation Agent this role includes all core activities that are performed to meet Deal Support requirements that result from SAP internal global policies.  For Pricing, this role provides guidance on licensing and pricing questions, assists with deal structuring, and reviews Software, Cloud and 1S deals. For Deals Desk, this role includes all core activities that are performed for Deal Support for new business models. For Revenue Recognition, this role includes all core activities that are performed on RevRec Deal Support. For Compensation, this role includes execution of the end-to-end compensation process for revenue-generating roles. These roles may complete activities within a specialized area and will interact with the broader SAP Community to achieve desired results/services in accordance with global and local engagement models:


Commercial Business Partnering:

  • Acts as a central contact person for Commercial topics across different Lines of Services/Business (LoS/LoB) for priority/ complex deals.
  • Is an empowered Commercial Finance representative (including clearly-defined decision competence) during the end-to-end bid management/quote process.
  • Is a strongly experienced expert professional and advisor who manages highly strategic deals with different virtual teams of Subject Matter Experts (SMEs) within Commercial teams and Sales Management in a bilateral cooperation.  This role is part of the negotiation team internally and externally, and may negotiate and make decisions on behalf of the CFO.
  • This role has a very strong finance project management focus, holds a key position in the strategic deal approval, and must leverage personal influence, if necessary, to qualify/offer solutions for complex deal scenarios. Is expected to proactively build maintain and extend trustful and cooperative, business-oriented and long-term partnerships with Sales, Consulting, GFA organizations, and the Global Strategic Initiative team (GSI).
  • Advises account teams through complex Commercial processes such as Deal Approval, Contract Creation, Contract Approval, and standard aspects on RevRec and Pricing for strategic deals.
  • Orchestrates highly strategic deal execution from idea to contract fulfillment and engages the best resources from Legal, Finance and Commercial to successfully close the deal. Responsible for advising account teams on Deal Approval in order to achieve compliance with existing internal procedures. Responsible for guiding account teams on relevant Commercial policies and guidelines to effectively structure and execute Deal closure.

Revenue Recognition: May oversee revenue recognition on expert level for specific region and/or territory. Integrates tightly with the field to provide deal support to proactively address revenue recognition and accounting issues. Reviews all available contract types, including but not limited to Software- and Maintenance Contracts, Cloud, 1S, other services, Education, Letter of Intents, Co-Innovation Agreements, frame contracts. Reviews and shapes deals that include multiple contracts and significant changes in T&Cs of the respective contracts. Conducts special accounting treatment assessments in close collaboration with regional and global colleagues including Revenue Recognition and Corporate Financial Reporting (CFR). Is part of customer-facing negotiation teams, on request.  Participates in the monthly close process. In close collaboration with Global functions such as CFR, BMI, Global Legal, Global Pricing, P&I and local commercial functions (e.g. Commercial Director and CFO), actively engages in defining Revenue Recognition-compliant new business models. 

Pricing: Responsible for supporting account teams assigned to strategic accounts, regions or industries, as well as supporting specific topics for global field pricing teams, as required, in various regions.  Identifies needs and designs and implements creative and valuable tools to advance and simplify the pricing process.  Recognized as a pricing expert who makes independent decisions, reflecting full ownership of pricing function. Takes lead on strategic pricing functions, and is actively involved in creating and rolling out new guidelines and procedures.


Deals Desk: Provides strategic support on Commercial questions and deal structuring.

Compensation:   Responsible for execution of the end-to-end Commissions calculation and reporting process in accordance with SAP Internal Policies and Guidelines. Provides answers and handles escalations related to Commissions and Commissions-related questions.


Cloud Bookings: Responsible for validation, calculating and analysis of Cloud Subscription Bookings for multiple Regions, LOBs and/or Solutions.  Generates new principles and policies for Cloud Subscription Bookings and the current Quota Credit Rules so that deals are recognized and applied properly for internal and external reporting purposes.  Collaborates with senior business leaders to resolve disputes leading to inclusion and accurate values of all deals.

Experience & Language Requirements

  • In depth knowledge in all of the following functional topics and good understanding in the residual topics:
    • Revenue Recognition
    • Pricing
    • Contracting
    • Quote Support
    • Risk Management?
    • Customer-facing activities
    • Legal
  • Excellent understanding of most Deal Support topics
  • Very good negotiation skills
  • Excellent understanding of legal conditions (from Legal Templates, General Terms & Conditions)
  • Very good understanding of risk management during the opportunity
  • Very good network in the different disciplines and departments and to other organizational units
  • Strong team player, able to lead virtual teams on project basis
  • Excellent service, customer, and solution orientation
  • Very Good business acumen and able to take over the negotiation at any point of time
  • Excellent knowledge about the various business scenarios and the respective process flows and contact points
  • Very good in preparing decisions and take decisions in given boundaries
  • Excellent consulting skills for solving the customer requests to provide the best solution for customer and SAP’s interests
  • Several years (5 or more) of experience in at least two deal support topics such as:
    • Pricing
    • Deal structuring
    • Revenue recognition
    • Legal
    • Contracting
    • Risk management
    • Customer facing activities 
  • Working experience with Shared Service Centre (is a preference)
  • Advanced written and spoken English skills

Fluent written and spoken language skills of other languages needed in internal customer contact (local language)


  • Bachelor/Master degree  or equivalent  proficient experience
  • Or at least 5 to 7 years’ experience in the commercial areas with a proven performance track record
  • PMO knowledge and experience is highly preferred

Professional Training & Certification

  • Take the full curriculum of the additional deal support topics as defined for Subject Matter Experts’ areas (curriculum set will be defined separately)
  • PMO knowledge & experience is highly preferred





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 (Americas: or, APJ:, EMEA: Requests for reasonable accommodation will be considered on a case-by-case basis.

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