SaaS Commercial Manager - ECEMEA

What you will do

SCOPE:

1. Deal focus:
2. Commercial modelling: Define and negotiate commercial solutions to complex and challenging customer business requirements; driving a value-based, not discount based conversation.
3. Contractual negotiation: Negotiate contractual terms and support the account team to close the transaction.
4. Negotiation planning: Ensure the sales team creates and executes a coherent negotiation strategy backed by a solid concession plan.
5. Case management: Lead and manage teams in closing transformational deals (aligning close plans to key dates for processing, and driving the close process); evaluate and manage risk within a deal.
6. Business practice: Learn and maintain a leadership knowledge of Oracle SaaS policies and procedures.
7. Sales Enablement: Support, coach and mentor Sales representatives with their understanding of SaaS contracts and commercial terms.
8. Share expert knowledge on commercial matters with Sales community (e.g. commercial modelling, industry standards, competitive intelligence, top trends in negotiation etc).
9. Project focus:
10. Business Partnering: Engagement on projects with a commercial focus to help to drive initiatives as part of overall business strategy (i.e. competitive analysis, install the base programme, review and assess the applicability of new regulations on ability to close deals etc).
11. Ability to drive and run a project, building and coordinating a team of enablers to achieve project success.

RESPONSIBILITIES:

1. Work as an integral part of the account team and work with customers in order to understand the commercial/contractual requirement, and identify business value being proposed by the Oracle SaaS proposal.
2. Work with the designated account sales team to create and deliver commercial solutions in response to customer requirements (including advising on and assisting in the presentation of the internal business case, and justifications for the proposed solution).
3. Become a recognized commercial subject matter expert within Applications business, but also in other lines of business; drive commercial thought leadership and best practice during the sales cycle.
4. Play a key role as part of the contractual negotiation process, managing customer’s expectations, addressing their concerns, working alongside Legal and Sales teams to reach a mutually agreeable contractual position and demonstrate the value of Oracle’s commercial terms and conditions.

What you will bring

1. Excellent communication (verbal and written) skills required - used to communicating and negotiating with C Level execs and having the ability to adapt communication style to the audience.
2. Proven successful and highly attuned influencing skills and experienced commercial negotiator.
3. Proven knowledge of contracts and commercial paperwork.
4. Ability to engage in multiple, complex multi-dimensional commercial negotiations at once.
5. Ability to build and maintain a large internal network, and hold relationships at Sales VP level.
6. Ability to effectively articulate Oracle’s position on complex issues to both internal stakeholders and Customer leadership.
7. Ability to balance and resolve competing interests/priorities.
8. Excellent planning and organizational skills.
9. Prepared to work in, and lead virtual teams – requiring strong interpersonal skills.
10. Sophisticated at dealing with conflict in a constructive manner.
11. Proactive, tenacious, proven track record of driving projects/tasks to completion and within specified timelines.
12. Ability and confidence to challenge the status quo.
13. Preferred: Experience with SaaS or PaaS is desirable.

What We’ll Offer You

1. A competitive salary with exciting benefits.
2. Flexible and remote working so you can do your best work.
3. Learning and development opportunities to advance your career.
4. An Employee Assistance Program to support your mental health.
5. Employee resource groups that champion our diverse communities.
6. Core benefits such as medical, life insurance, and access to retirement planning.
7. An inclusive culture that celebrates what makes you unique.

Career Level - IC4