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| Compliance Executive |
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The Compliance Executive is responsible and accountable for the overall license audit revenue for UKI, including exploration of new cases at customers (over-usage of SAP and BOBJ SW licenses beyond existing SW contracts. In order to achieve his/her mission and targets Compliance Executive must engage and
leverage multiple stakeholders in the related SAP landscape (internal and external). This role combines business strategy and execution coordination as well as operational direct sales.
EXPECTATIONS AND TASKS
- Take full ownership for closing all compliance opportunities within UKI and maximizing SW license revenue from compliance deals
- Directly interact with customers to position and represent SAP’s claim against them
- Coach and educate field or inside sales executives how to structure and execute compliance
sales cases
- Support Account Executives and Inside Sales Executives to develop the right sales tactics for small compliance cases
- Professional management of all assigned direct sales cases
- Support Account / Inside Sales Executives in closing selling compliance sales cases
themselves
- Explore all possible potential for compliance deals within the assigned territory e.g. drive together with the Local License Audit Responsible exploration of SAP and / or BOBJ contracts beyond existing audit processes (e.g. non-auditable engines; specific contracttypes; BOBJ contracts etc)
- Professional interaction and leveraging of all internal stakeholders (Sales Management, COO,
Legal, F&A within MU and region etc)
- In conjunction with Global License Audit Service (GLAS ) (i.e. OLC (Office License Service)), develop and execute strategies and tactics for License Compliance sales & handling of non-responding customers
- Work with the responsible local stakeholders (i.e. Sales team, Sales mgmt., OLC, COO, CFO, legal) to trigger required follow-up and escalation activities for each individual case
- Work closely with SAP regional legal staff to develop and execute license compliance enforcement tactics as needed on escalated customer situations. Become expert and regional center of excellence for local/regional enforcement environments |
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Bachelors
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7 years + |
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English : Speak / Write Fluently
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open-ended |
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unspecified |
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EU National |
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London |
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University degree
Several years experience in selling SW licenses
Comfortable and experienced with senior executive audiences and a very professional and mature customer interfacing profile
Energetic and goal-oriented, strong leadership qualities (cross-functional and multi-national teams)
Several years experience in selling SW licenses
5 years minimum of IT business experience and background
General Sales Skills (SAP experience highly preferred)
SAP Licensing Models and BOBJ license models
Audit experience and knowledge a plus; Knowledge of GLAS audit procedure preferred
Strong negotiation skills; experience in adversarial situations highly preferred
Highly organized, able to work effectively in a matrixed environment |
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At SAP, innovation and entrepreneurship define our identity as the world's leading software provider. That's why we hire smart, ambitious people who are looking for a place to grow their careers. They are hardworking and industrious with a practical vision of success -- outstanding people looking for outstanding careers. |
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SAP
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