Oracle Commercial Contract Manager for SaaS engagements in Muenchen, Germany

Commercial Contract Manager for SaaS engagements

Preferred Qualifications

ABOUT ORACLE

Emerging technologies are disrupting old paradigms and unleashing new opportunities. Oracle has embedded innovative technologies in every aspect of our cloud, enabling companies to reimagine their businesses, processes, and experiences.

At Oracle, we are changing the world by leading a digital transformation! We help our 400,000 customers in more than 145 countries to go beyond developing digital potential to using it to achieve, grow and compete; to think, act and be Business Digital.

  • We do it by delivering innovative services that let them do more, know more and spend less.

  • We integrate every layer of the SaaS, PaaS & IaaS stack to speed time to value, maximize performance and minimise cost.

  • And, we commit to meeting the needs of our customers and ensuring their success through their digital transformation & cloud journey.

CONTEXT

Be at the forefront of all contractual discussions for our growing SaaS portfolio.

With the current significant growth of our SaaS business, we are moving from asset selling to the selling of a service, customers need strong assurance that they will experience no issues such as breach of contract, loss of availability, regulatory requirements, poor performance and more. Sometimes this means that Oracle’s standard SaaS terms have to be tweaked to a particular strategic customer and it’s the role of the SaaS Commercial Manager to make sure that all negotiations run smoothly. Their role is specifically to:

  • o Negotiate and agree commercial terms with our customers

  • o Demonstrate the value of Oacle terms to customers

  • o Act as the SaaS Commercial term Subject Matter Expert

  • o Be known as the Thought Leader in the SaaS Community

The Commercial Managers enable SaaS sales to be won through commercial negotiation expertise, enabling the Application Sales teams to focus on selling SaaS services.

Applicants should be “commercial term” specialists and can come e.g. from a purchasing function. Lawyers are welcome but it is not mandatory to have such strong legal background.

ROLE

The role requires effective integration and engagement within account teams and with prospective customers, to build rapport and credibility, assist in creating and delivering commercial solutions to meet the customer’s need and create win-win outcomes. The successful candidate will be required to react with speed to the evolving world of SaaS, both externally in understanding the market, and internally as our processes and terms mature. The overall objective of the Commercial Manager Team is to create and lift the commercial DNA of any team they engage with.

As part of the Applications team, this role is a fundamental pillar to driving the success and rapid growth of the Applications SaaS business; working on the some of the largest SaaS deals within the region. In addition, the role is seen as a commercial thought leader in the SaaS market and the team holds a reputation for always delivering, and engaging across diverse populations and at all levels of the business.

SCOPE

Deal focus

  • Commercial modelling: - Define and negotiate commercial solutions to complex and challenging customer business requirements; driving a value based, not discount based conversation.

  • Contractual negotiation:- Negotiate contractual terms and support the account team to close the transaction.

  • Strategy planning:- Ensure the sales team creates and executes a coherent negotiation strategy backed by a solid concession plan.

  • 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.

  • Business practice:- Learn and maintain a leadership knowledge of Oracle SaaS policies and procedures

Sales Enablement

  • Support, coach and mentor Sales representatives with their understanding of SaaS contracts and commercial terms.

  • Share expert knowledge on commercial matters with Sales community (e.g. commercial modelling, industry standards, competitive intelligence, top trends in negotiation etc)

Project focus

  • Engagement on projects with commercial focus to help to drive initiatives as part of overall business strategy (i.e. competitive analysis, install base programme, review and assess applicability of new regulations such as GDPR / Financial regulations etc)

  • Ability to drive and run a project, building and coordinating a team of enablers to achieve project success

RESPONSIBILITIES

  • Work with the account team and customers in order to understand the commercial / contractual requirement, and identify business value being proposed by the Oracle SaaS proposal

  • Work with the designated account sales team to create and deliver commercial solutions in response to customer requirements (including advising on and assisting in presentation of the internal business case, and justifications for the proposed solution).

  • Become a recognised 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.

  • Play a key role as part of 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.

  • Participate in the global Commercial Management Community and share thoughts and ideas on best practices.

SKILLS AND EXPERIENCE

  • Excellent verbal and written communication skills

  • Business proficient English language skills, fluency in German

  • Excellent communication skills required - used to communicating with various stakeholders including procurement and legal teams, business sponsors and dealing at C level; ability to adapt communication style to audience

  • Proven successful and highly attuned influencing skills and experienced commercial negotiator

  • Proven knowledge of contracts and commercial paperwork

  • Ability to engage in multiple, complex multi-dimensional commercial negotiations at once

  • Ability to build and maintain a large internal network, and hold relationships at Sales VP level

  • Prepared to work in, and lead virtual teams – requiring strong interpersonal skills

  • Sophisticated at dealing with conflict in a constructive manner

  • Proactive, tenacious and has the ability to challenge the status quo

  • Preferred - Proven understanding of Oracle licencing policies and how they are implemented in customer environment.

CONTACT

Felix Wehmeyer I Principal Recruiter I Oracle EMEA Recruitment I felix.wehmeyer@oracle.com I 41 225 562 666

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.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: DE-DE,Germany-Muenchen

Other Locations: DE-DE,Germany-Potsdam, DE-DE,Germany-Hamburg, DE-DE,Germany-Frankfurt, DE-DE,Germany-Duesseldorf

Job Type: Regular Employee Hire

Organization: Oracle

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