As a Strategic/Enterprise Renewal Executive, you will play a pivotal role in protecting, retaining, and shaping SAP's long‐term enterprise renewal base. You will drive proactive renewal planning, complex deal structuring, and cross‐functional collaboration to enable early engagement on high‐value renewals, shape future‐proof commercial constructs, and mitigate long‐term churn risk.
Key Areas of Responsibility and Tasks
* Own and lead enterprise renewal motions from early engagement through closure, focusing on opportunities 6–8 quarters in advance to ensure long‐term retention, improve revenue predictability and proactively mitigate risk.
* Lead the structuring of complex enterprise renewal, replacement, or reconfiguration deals, aligning commercial terms with customer value realisation, strategic transformation roadmaps, and SAP's internal business objectives.
* Identify potential future risk areas and design renewal strategies that proactively address those risks through well‐constructed commercial agreements.
* Act as a core member of the virtual account team, working closely with Sales, Customer Success, Finance, Legal, and Commercial Operations to align renewal strategies with broader account and growth plans.
* Provide expertise to influence favourable commercial outcomes while balancing customer success, contractual integrity and revenue protection.
* Own enterprise renewal forecasting and risk visibility, providing leadership with forward‐looking insights into renewal timing, deal complexity and revenue exposure to support accurate planning and decision‐making.
Qualifications
Experience
* Minimum 5–8 years of experience in renewals, enterprise account management, deal structuring, or commercial strategy—preferably within the enterprise software or SaaS space.
* Proven track record of negotiating and closing complex subscription, software or cloud contracts.
* Demonstrated experience managing enterprise or strategic customer portfolios with high commercial and contractual complexity.
Education
* Bachelor's Degree in Business Administration, Sales, Marketing or a related field.
* MBA or equivalent is an advantage.
* Equivalent relevant professional experience will be considered.
Skills and Competencies
* Deep understanding of subscription business models, enterprise software licensing, and commercial negotiation principles.
* Demonstrated experience engaging in early‐stage renewal planning with a forward‐looking, risk‐mitigation mindset.
* Proven ability to work effectively across highly matrixed organisations and influence senior decision‐makers.
* Strong analytical, commercial, and problem‐solving skills, with the ability to navigate ambiguity and competing priorities in complex enterprise environments.
* Strong negotiation and conflict resolution skills.
* Excellent communication and interpersonal skills with the ability to build credibility and influence stakeholders at all levels.
* Proficiency in CRM tools (e.g. Harmony Quote, Gainsight etc.) and familiarity with renewal management platforms.
Key Performance Indicators (KPIs)
* Churn rate
* Renewal Rate (%)
* Upsell and cross‐sell revenue generated
* Accuracy and reliability of renewal forecasting
What We Offer
* A dynamic and collaborative work environment
* Exposure to SAP's strategic enterprise customers and executive‐level engagements
* Opportunities to lead high‐visibility strategic initiatives, influence commercial strategy, and build a strong foundation for future leadership or broader GTM roles with SAP.
* Access to training programs to enhance negotiation, leadership and technical skills
* Competitive compensation and benefit package
Equal Employment Opportunity
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates may be required to undergo a background verification with an external vendor.
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