Description du poste
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From Oracle to culinary school and back again. Bonnie Carlson Kaypaghian uses the skills she learned to create recipes for her daughter’s Type 1 Diabetes and has written a cookbook to share with the world.
Trainee SaaS Commercial Director
Reports to Manager of SaaS Commercial Directors
The role requires effective integration and engagement within account teams and directly 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 Director 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 SaaS deals within the region. 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 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. Negotiation planning:- Ensure the sales team creates and executes a coherent negotiation strategy backed by a solid concession plan. Case management:- support 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 Sales representatives with their understanding of SaaS contracts and commercial terms. Share knowledge on commercial matters with Sales community (e.g. commercial modelling, industry standards, competitive intelligence, top trends in negotiation etc) Project focus – Business Partnering: - Engagement on projects with commercial focus to help to the overall business strategy (i.e. competitive analysis, install base programme, review and assess applicability of new regulations on ability to close deals etc) Ability contribute to the running of a project, working within a team of enablers to achieve project success
RESPONSIBILITIES : Work as an integral part of the account team and work with 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). Work towards becoming a recognised commercial subject matter expert within Applications business, but also in other lines of business. 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.
SKILLS AND EXPERIENCE:
Pre-requisite: Excellent communication (verbal and written) skills required; Proven influencing skills; Proven knowledge of commercial modelling Prepared to work in virtual teams – requiring strong interpersonal skills Ability to balance and resolve competing interests/priorities Good planning and organizational skills Proactive, tenacious, proven track record of delivering projects / tasks to completion and within specified timelines. Ability and confidence to challenge the status quo
Desirable: Proven knowledge in, or a keen interest to learn legal terms and conditions Ability to build and maintain a large internal network; Preferred - Experience with SaaS or PaaS is desirable
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 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).
:Yes, 50 % of the Time
:IT-Italy, FI-Finland, IE-Ireland, CH-Switzerland, NL-Netherlands, NO-Norway, BE-Belgium, ES-Spain, PT-Portugal, SE-Sweden, DK-Denmark, LU-Luxembourg:
- Formation requise
- Heures de travail par semaine
- 8 - 40
- Type de Contrat
- Temps plein/ CDD
- Date de publication
- Permis de conduire BE/EU exigé
- Voiture exigée
- Lettre de motivation exigée