Job Description

Determines and/or implements Corporate/local pricing policy.

Assist with reviewing and approving transactions. Monitor incoming transactions. Provide support to the LOB on transactions. Ensure approval requests are timely, complete and accurate. Coordinate with Legal, Contracts, Finance, Risk Management, and LOB as appropriate to maintain and post business practices, policies, and procedures.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.

Qualifications

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 win-win outcome for the customer and Oracle from a commercial perspective.

The Commercial Manager Team ensures the sales team creates and executes flawlessly a coherent negotiation strategy backed by a solid concession plan. They are able to 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 leverage 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.

Role

Your role as Commercial Manager is to enable the application sales teams by pro-actively engaging in nominated accounts and driving commercial \xe2\x80\x98thought-leadership\xe2\x80\x99 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\xe2\x80\x99s 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 stakeholders including procurement and legal teams, business sponsors through to CxO Level, both within the customer\xe2\x80\x99s IT, business departments and within Oracle. Being part of a divisional team, travel will be expected to various customer/Oracle locations. Passion, curiosity, commercial acumen, excellent negotiation & objection handling and exceptional communication skills are required.

Responsibilities

• Negotiate and agree SaaS commercial terms for strategic transactions.
• Convey a compelling and convincing case for Oracle\xe2\x80\x99s Commercial terms and conditions.
• Ability to engage in multiple, complex multi-dimensional commercial negotiations at once.
• Able to engage and build relationships with sales leaders, sales developers, sales teams within region.
• Drive commercial \xe2\x80\x98best practice\xe2\x80\x99 within our sales cycles
• Leave Commercial DNA behind in every sales engagement
• Recognised as a commercial subject matter expert not just within the Applications business, but across other LoB\xe2\x80\x99s.
• Engage in Commercial Sales Enablement training around the region
• Participate in the global Commercial Management Community and share thoughts and ideas on best practice
• May require Travel, predominately in the Asia Pacific region.
• Provide feedback to the global cloud steering committee
• Maintain a comprehensive legal understanding of APAC legislation which concerns customers and prospects, moving to the Cloud.

In addition, the role encompasses Business Practice responsibilities as follows:

• Determines and/or implements Corporate/local pricing policy.
• Assist with reviewing and approving transactions. Monitor incoming transactions.
• Provide support to the SaaS LOB on transactions.
• Ensure approval requests are timely, complete and accurate.
• Coordinate with Legal, Contracts, Finance, Risk Management, and LOB as appropriate to maintain and post business practices, policies, and procedures.
• Leading contributor individually and as a team member, providing direction and mentoring to others.
• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.

Experience and Skills

• Degree qualified
• At least 12+ years\xe2\x80\x99 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 acumen and business understanding
• Ability to identify issues and areas for improvement through analysis
• Excellent verbal and written communication skills
• Excellent negotiation skills are required
• Excellent leadership qualities
• Excellent numeracy skills
• Strong presentation skills
• Team player with strong interpersonal skills
• Proactive self-starter
• Ability to manage both internal and customer relationships
• The credibility and experience to engage successfully with major customer Procurement, Legal, executives, customer\xe2\x80\x99s IT and security teams.
• Someone who enjoys the challenge of \xe2\x80\x9cthe unexpected\xe2\x80\x9d
• Someone who can rapidly sort out \xe2\x80\x9cfact from fiction\xe2\x80\x9d in any situation
• Intermediate to advanced computer software skills, including Excel, Word and Powerpoint

Oracle