As part of the North America Cloud Commercial Management team, this individual will play a key role in driving the success and rapid growth of the regional SaaS and PaaS business.
The role requires engagement with account teams and prospective clients to build rapport and credibility, quickly creating and delivering an effective commercial solution to meet clients' needs. The successful candidate must be able to react with speed to the evolving world of cloud services, by both understanding the commercial market space, and understanding the dynamic nature of Oracle's internal goals and requirements so as to react nimbly as Oracle's processes, objectives and corporate goals mature.
You will work on key cloud deals within the region, effectively managing complexity and challenge. You will be seen as a commercial/contracts thought leader in the cloud market, and maintain a reputation for delivering and engaging across diverse populations and at all levels of the business. You will be responsible for spreading this expertise among account teams so they can leverage your expertise. SCOPE:
Act as Oracle's lead negotiator responsible for closing complex Cloud (SaaS and PaaS) agreements with key customers (Oracle Order Package) RESPONSIBILITIES:
Learn and maintain an in-depth knowledge of Oracle cloud policies and procedures
Work as a member and team-lead of virtual teams comprised of members from Cloud Sales, Deal Strategy, Deal Management, Legal, and the Global Business Practices organizations
Work with the designated account sales team to create and deliver commercial solutions (Bids) in response to customer requirements for cloud solutions ACCOUNTABILITES:
Work with the account teams and customers in order to understand requirements, and identify business value inherent in Oracle cloud solutions
Become a recognized expert in licensing of cloud solutions and the sale of those solutions, ensuring you are seen as the point person and advisor to the rest of the Oracle organization. In this capacity, participate as a member of groups responsible for updating Oracle Cloud business practices, and provide training to sales and ancillary organizations on best practices and trends in the Cloud space
Work with the account team, presenting proposed commercial solutions to clients, managing them through the approval process and negotiating with client through deal closure.
Present and Negotiate commercial terms to potential key customers SKILLS AND EXPERIENCE:
Define and author proposals with the account team based on client requirements and in line with Oracle standards
Obtain appropriate management approvals as required
Identify, maintain and deploy an internal network of stakeholders who can support achievement of strategic business objectives
Support, coach and mentor Sales representatives to enhance their understanding of cloud contracts and commercial terms
Experienced Commercial Contracts Manager Qualifications:
Ability to build and maintain a large internal network and hold relationships at Sales VP level
Familiarity working across Oracle teams, including sales, approvals, legal and finance (Oracle stakeholders).
Prepared to work in, and lead virtual teams comprised of the key Oracle stakeholders that are critical to closing each particular Cloud transaction
Experience with Cloud contracting (either at Oracle or in similar companies)
Comfortable interacting directly at the CIO/CFO level of Fortune 100 Companies and comparably-sized government agencies
Proven successful and highly attuned influencing skills
Proven success at customer satisfaction
Sophisticated at dealing with conflict in a constructive manner
Proven understanding of Oracle licensing policies and how they are implemented in complex customer environments
Dedicated to Customer and Oracle success, with the ability to achieve win-win results
Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.
A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle*s sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle*s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.
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. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable.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.
A little about us:
Oracle is shifting the complexity from IT, moving it out of the enterprise by engineering hardware and software to work together—in the cloud.