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Enterprise software giant SAP has carved out a dominant market position based on their sector-leading organisational and management software for the business operations market. General counsel Christian Paredes explains that the SAP México legal team has been involved in the execution of a comprehensive overhaul of the company’s internal processes, by moving their operations from ‘an on-premises business model to a cloud model based on their market-leading cloud software’. The legal team is involved daily in the ‘negotiation of the global terms and conditions that SAP has online’, having a notable influence on company compliance policies. The legal team is also heavily involved with the company’s revenue generation, and therefore occupies an even more pivotal role within the company than many in-house legal teams. Due to the fact that the company ‘deals with intangible products, in this regard the only way to assure the company´s revenue is by the execution of the contracts’, meaning that the ‘SAP legal team has to close all deals in order to explain and protect the global terms and conditions for the products and services that SAP offers’. The team has been involved in a number of legal matters lately, the ‘most significant’ of which was their ‘negotiation of data privacy policies regarding the implementation of a private cloud with a financial institution, in accordance with the complex regulation of the National Banking and Securities Commission (CNBV) within the banking industry’. This highlights the team’s enviable ability to manage and complete a complex workload, even when under pressure. Paredes explains that the team’s ethos for success is based around fundamental legal and business skills: ‘As business in-house lawyers’, he explained, ‘we need to have the hard and soft skills in order to close the deals we are involved in and be in compliance with all the internal normativity’. He also singled out other members of the team for special praise. Tania Guzman’s work, he explained, ‘was critical in order to close three of the most complex deals in the region’, and Octavio Alonso has proved he is ‘a top player and a key person in [the] team’ via his successful contributions to the closure of ‘very complex deals’.