SaaS Commercial Manager LOCATION : EMEA (travel may be required, role is part of a divisional team) Reports to Head of SaaS Commercial Management Role description 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.
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 :
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.
Share expert knowledge on commercial matters with Sales community (e.g. commercial modelling, industry standards, competitive intelligence, top trends in negotiation etc)
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
drive commercial thought leadership and best practice during the sales cycle.
SKILLS AND EXPERIENCE :
ability to adapt communication style to audience
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.
Job duties are varied and complex utilizing independent judgment. May have project lead role. 5 - 7 years of progressively increased responsibilities in sales or sales management preferred.
Marketing and business development experience preferred. Demonstrated aptitude for solving business problems using technology and applications.
Ability to work with and communicate effectively with multiple colleagues in a team selling environment. Business and account planning implementation experience.
Conversant in Oracle technology and product strategies. Strong executive selling skills as well as a demonstrated success in establishing and developing client relationships.
Strong written, verbal, and interpersonal skills. Ability to travel. BA / BS degree or equivalent.
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, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).
Germany, Romania, Netherlands, Italy, Belgium, Ireland, Denmark, Spain, Portugal