APAC Tech Cloud Business Practice and Commercial Management

The Commercial 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 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 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. 

Role

Your role 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.

 As 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.

 

Responsibilities

• 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
• Proactive self-starter
• 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

 

 

 

Job Code : Contract Development Specialist 4-Ops

Department : Corporate Development Operations

Location : Singapore / Kuala Lumpur / Sydney / Melbourne/ Hong Kong/ Taiwan

Job Type : Regular Employee Hire

Organization : Oracle

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.