Commercial Business Partner

4 days ago

Kuala Lumpur, Malaysia SAP Full time

**We help the world run better**

**Key Areas of Responsibility and Tasks**:
The Market Unit (MU) Commercial Business Partner (CBP) participates in advanced 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 to maximize deal size while adhering to Compliance, SAP’s internal Business Rules and Financial Guidelines. As a CBP for the SEA MU the task is to work closely with the Business and key stakeholders such as Market Unit COO/CFO, Sales Leaders to drive medium & complicated / strategic deals and work with the other CBPs in SEA collaboratively as a team.

The overall team reports into the GCF APJ South Commercial Director supporting the MUs of SEA, India and SEA. Being the first Point of Contact (FPOC) to the Field, the CBP actively supports the commercial process together with the Subject Matter Experts (SMEs) such as Pricing, Rev Rec, Cloud CoE the Cloud Renewals Team (CEE/CRE), the Renewals Commercial Management (RCM) and needs to collaborate closely with, SDH, Legal, CDS, Cash Collections, Controlling, O2I etc.

**Commercial Business Partnering**:

- A trusted Advisory to the sales team and key stakeholders on deals execution
- Acts as an internal contact person for Commercial topics across different Lines of Services /Business (LoS/LoB) for medium and complex deals and is an empowered Commercial Finance representative (including clearly-defined decision competence) during the end-to-end Quote to Cash process.
- Works closely with the business and internal stakeholders and takes a key role in the deal lifecycle including advising on deal structure, coordinating and/or providing pricing information, identifying risk and revenue recognition issues, and finding practical commercial solutions to meet the needs of the business while keeping compliance matters at the highest level of standards.
- Actively supports the commercial process, together with the other Subject Matter Experts (SMEs) involved such as Revenue Recognition, Pricing, Legal, Cloud CoE, Controlling etc
- Responsible for identifying and resolving key process issues according to internal deal approval processes and procedures.
- Supports account teams on key Commercial processes including (but not limited to) Deal Approval, Contract Creation support, Contract Approval, and standard aspects on RevRec and Pricing. Responsible for advising account team on Deal Approval in order to achieve compliance with existing internal procedures. Responsible for guiding account teams on all existing Commercial policies and guidelines to effectively structure and execute Deal closure.
- Also needs to assist the Sales Team to understand newly rolled out processes and policies (i.e Cloud to Cloud extension policy) and acts as a role model to drive Cloud transformation and innovation from a Finance standpoint
- With SAP’s shift to Cloud and the focus on the Customer Value strategy, the Commercial Finance Team will need to support the Field on an end-to-end engagement model including renewals business and close collaboration with the Customer Engagement Executive (CEE) to increase the renewal rate
- Able to draft contracts or/and work with Legal on preparation of customers’ paperwork;
- Need to support collection team to manage Accounts Receivable overdues to improves DSO as well as to avoid any detrimental accounting impact
- Be an active change agent in the Global Commercial Finance Transformation Initiative

**Experience & Educational Requirement**
- Good knowledge in at least 2 of the following functional topics:

- Revenue Recognition
- Pricing
- Contracting
- Quote Support
- Risk Management
- Legal
- Good understanding of most Deal Support topics
- Basic negotiation skills
- Good understanding of legal conditions (from Legal Templates, Global Terms and Conditions)
- Good understanding of risk management during the opportunity
- Good network in the different disciplines and departments and to other organizational units
- Strong team player
- Good service, customer, and solution orientation
- Basic business acumen
- Good knowledge about the various business scenarios and the respective process flows and contact points
- Good in preparing decisions (as well as decision papers /management summaries for Top Management) and taking decisions within the given boundaries.
- 2-3 years of experience in at least two deal support topics such as:

- Pricing
- Deal structuring
- Revenue recognition
- Contracting
- Legal
- Risk management
- Customer facing activities
- Advanced written and spoken English

**Education & Experience Requirement.**
- University Degree, or similar/above proficient experience and/or at least 5-8 years’ experience in the finance or commercial areas with a proven performance track record

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