Oracle is the #1 global provider of business software. With a market-leading presence in over 175 countries, we connect the biggest enterprises of today with the tools to compete in the digital economy of tomorrow. Join us and play an instrumental role in redefining the world of business!
The Commercial Manager is a member of the APAC Commercial Manager & Business Practice Team to support the Oracle Applications business. The team specialises in commercial negotiation expertise and is driven to create a winning outcome for the customer and Oracle from a commercial perspective.
The Commercial Manager Team ensures the sales team creates and implements a detailed coherent negotiation strategy backed by a solid concession plan. They can confidently engage customers in supporting sales in commercial negotiation and clarification of the commercial terms and conditions of the contract, thus, demonstrating the value of the Oracle commercial terms and conditions. The team will be able to maximise from their collective commercial experience around the region, to ensure they are continuously developing and providing feedback into Oracle. The overall objective of the Commercial Manager Team is to create and lift the commercial DNA of any team they engage with, and drive a value based not discount based customer commercial engagement.
Description
What You’ll Do
Your role as Commercial Manager is to enable the application sales teams by pro-actively engaging in nominated accounts and driving commercial ‘thought-leadership’ in the sales cycle. You are a highly skilled and self-motivated commercial practitioner.
As Commercial Manager you must be at the forefront of Oracle’s Business and Deal crafting practice, which will involve an intimate understanding of the commercial instruments at hand, including the various contractual frameworks. You should be comfortable engaging various partners including procurement and legal teams, business sponsors through to CxO Level, both within the customer’s IT, business departments and within Oracle. Being part of a divisional team, travel will be encouraged to various customer/Oracle locations. Passion, curiosity, commercial competence, excellent negotiation & objection handling and exceptional communication skills are required. As a Commercial Manager, you will:
Commercial Management
• Advise and support sales on innovative and structured commercial value propositions and complex, non-standard, strategic sales opportunities
• Perform appropriate analysis, risk assessment, make recommendation, and engage with customers and executive leadership to optimize winning outcomes and deal closures
• Oversee qualified SaaS deals’ lifecycle and provide sales enablement training to drive best practices
Business Practice
• Reviewing and approving qualified SaaS transactions
• Apply and prosecute Oracle business policies and guidelines
• Assist sales in reviewing and structuring requests and business justifications for HQ approvals
• Ensure approval requests are timely, complete and accurate
• Coordinate with Legal, Contracts, Finance, Delivery and LOB as appropriate to enable and secure approvals
Required Skills/Experience
What You’ll Bring
Your drive, knowledge, and dedication will help us become the number one cloud company in the world. We also look for:
• At least 12+ years’ experience in a vendor
• Experience with Software-as-a-Service (SaaS) application is desirable
• Experience in leading commercial engagements and negotiations is required
• Exposure and conceptual understanding of contract law and pricing
• Deep domain knowledge of commercial/business practice in IT Procurement
• Strong commercial competence and business understanding
• Ability to identify issues and areas for improvement through analysis
• Excellent verbal and written communication and negotiation skills
• Proactive self-starter and a standout colleague
• Ability to manage both internal and external partners
• The credibility and experience to engage optimally with major customers – Procurement, Legal, executives, customer’s IT and security teams
• Someone who enjoys the challenge of “the unexpected”
• Someone who can rapidly sort out “fact from fiction” in any situation
• Intermediate to advanced computer software skills, including Excel, Word and PowerPoint
