Oracle APAC Commercial Manager in Sydney, Australia
APAC Commercial Manager
Commercial Manager is a member of the APAC Commercial Manager Team within 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
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 commercial negotiation and agree terms of the contract, whilst demonstrating
the value of those 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
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.
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 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 SaaS commercial terms for
our most 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.
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
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
50% Travel, predominately in the Asia Pacific region.
Provide feedback to the global cloud steering
Maintain a comprehensive legal understanding of
APAC legislation which concerns customers and prospects, moving to the Cloud.
Experience and Skills
Educated to degree level.
At least 12 years’
experience in a vendor
Experience with Software-as-a-Service (SaaS)
application or Platform- as-a-Service (PaaS) 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
Excellent negotiation skills are required
Strong presentation skills.
Team player with strong interpersonal skills
Proactive self starter
The credibility and experience to engage
successfully with major customer Procurement, Legal, executives, customer’s IT and security
Someone who enjoys the challenge of “the
Someone who can rapidly sort out “fact
from fiction” in any situation
Detailed Description and Job Requirements
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.
Other Locations: AU-AU,Australia-Melbourne
Job Type: Regular Employee Hire
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