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.
APAC Tech Cloud Business Practice and Commercial Management
The Commercial Senior Manager is a member of the APAC Commercial Manager & Business Practice Team within the Oracle Tech Cloud Opportunities. The team specializes in commercial negotiation expertise and is driven to create a win-win outcome for the customer and Oracle from a commercial perspective.
The Commercial Senior 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 Senior 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.
Your role as Commercial Senior 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 Senior 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 stakeholders 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 expected to various customer/Oracle locations. Passion, curiosity, commercial acumen, excellent negotiation & objection handling and exceptional communication skills are required.
Negotiate and agree Tech Cloud commercial terms for strategic transactions.
Convey a compelling and convincing case for Oracle’s Commercial terms and conditions.
Ability to engage in multiple, complex multi-dimensional commercial negotiations at once.
Facilitate and coordinate internal discussions among functional stakeholders (Sales, General Counsel, Business Approvers, Revenue Recognition, Deal Specialists etc.)
Able to engage and build relationships with sales leaders, sales developers, sales teams within region.
Drive commercial ‘best practice’ 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’s.
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 Cloud Tech LOB on transactions.
Ensure approval requests are timely, complete and accurate.
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
Educated to degree level.
At least 12+ years’ experience in a vendor
Experience with Tech Cloud – IaaS & PaaS application is desirable.
Experience in leading commercial engagements and negotiations is required
Deep domain knowledge of commercial/business practice in IT Procurement.
Excellent verbal and written communication skills
Excellent negotiation skills are required
Strong presentation skills
Team player with strong interpersonal skills
The credibility and experience to engage successfully with major customer 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
Diversity and Inclusion:
An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.
In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.
Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.
At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.
That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
Oracle is an Equal Employment Opportunity Employer * . All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
* Which includes being a United States Affirmative Action Employer