Commercial Finance Manager

Toronto, ON

The Commercial Finance Team is responsible for supporting the Sales organization across Canada and across LOB (lines of business) within SAP to provide efficient and holistic deal support.

 

Key Priorities for the Canadian Commercial Finance Team include:

  • Act as key finance business partner and advisory to support the sales organization while supporting the Cloud, On-Premise and Services lines of business
  • Support strategic deal execution from idea to contract fulfillment and engage resources from Legal, Finance and Commercial to successfully close the deal
  • Ensure deals move efficiently through the approval cycle while maximizing deal size and mitigating Revenue Recognition impacts where possible
  • Understand and be aware of deals in the Canadian pipeline each quarter (forecast) to ensure targets are met and prioritize deal support accordingly
  • Review and approve quotes to mitigate any risk to SAP while also understanding key components of each deal and communicating the relevant components of each deal to the appropriate stakeholders. For example, the Commercial Finance Manager is responsible for highlighting to the sales team and working alongside the A/R and Collections Team to resolve outstanding accounts receivable (A/R) balances to support timely cash collection to SAP
  • Remain closely connected to changes in Revenue Recognition policies and processes while also ensuring sales colleagues understand the impact of Revenue Recognition to their individual deals and to SAP as a whole
  • Remain closely connected to key stakeholders across the organization including the US Rev Rec Team, Canadian Legal/Contracts, Maintenance Go-To-Mark (M-GTM), Pricing and GSI to ensure that deals are progressing efficiently through the approval process with the right stakeholders involved

 

Expectations & Tasks

The responsibilities of the candidate under the Commercial Finance Manager role, reporting to the Commercial Finance Director include:

 

  • Contribute to the success of finalizing deals through their engagements with stakeholders including Sales, Finance, Legal/Contracts, O2I, and COE
  • Support the Commercial Finance Director in preparing presentations to share important business updates to the rest of the Commercial Finance Team, including relevant Revenue Recognition updates and deal summaries while outlining key financial terms and risks
  • Stay closely connected to the sales and extended finance teams to ensure there is awareness of customers with large outstanding A/R and efforts are being made to collect the outstanding A/R, with an overall goal of DSO (days sales outstanding) improvement YOY
  • Work alongside the Director to ensure there is a strong focus on educating the sales teams on relevant changes to revenue recognition policies that will enable them to feel more empowered and knowledgeable as they negotiate to close deals
  • Complete ad-hoc requests to support the overall goals of the Canadian Commercial Finance Team as a whole

 

Learning & Development Opportunities

Success for this candidate includes achieving the following objectives:

 

  • Work independently, after receiving the appropriate training, to support the Commercial Finance Director on supporting/completing the responsibilities identified above
  • Work alongside Canadian Finance colleagues to share updates and present to sales teams on relevant topics including Revenue Recognition, Outstanding A/R, Harmony Approval Process which will enable the sales teams to understand the types of challenges that come up during the approval process and how to avoid these challenges to ensure efficient deal approval
  • Connect with stakeholders across the business (Legal, Sales, Finance, Accounting, HR, and more) to build relationships and a better understanding of SAP and its product offerings and current processes

 

Additional Notes

  • Candidate will ideally be based out of a Canadian office, however, virtual candidate in Canada, the US, or Buenos Aires will also be considered
  • CPA/CA or MBA an asset

 

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