Commercial Director

DescriptionResponsible 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.Acknowledged authority within the Corporation.

Acts as a leader of large-scale company initiatives.

Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. 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 as needed. BA/BS degree or equivalent, advanced degree highly desirable.QualificationsCommercial DirectorReports to Senior Director, EMEA Technology Commercial ManagementRole description This is a deal-making role for the biggest, highest profile, most complex Cloud and occasionally License deals in the EMEA Region.

The successful candidate will bring commercial leadership directly to prospective customers, will build both internal and external rapport and credibility, and assist in creating and delivering commercial solutions to meet the customer’s need and create market-defining win-win outcomes. The successful candidate will need to react with speed to the evolving world of IaaS and PaaS, both externally in understanding the market, and internally as our processes and terms mature.

As part of the EMEA Technology team, this role is a fundamental pillar to driving the success and rapid growth of the business, working on the some of the most strategic deals within the region.

SCOPE :Deal focus :-Commercial modelling: - Define and negotiate commercial solutions to complex and challenging customer business requirements; driving a value based conversation.Contractual negotiation:- Negotiate contractual terms and support the deal/account team to close the transaction.Negotiation planning:- Ensure the deal team creates and executes a coherent negotiation strategy backed by a solid concession plan.Project management:- build, lead and project 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 IaaS and PaaS and other policies and procedures; Sales Enablement – Support, coach and mentor Sales representatives with their understanding of IaaS and PaaS and other 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)RESPONSIBILITIES :Deal focus :-Work as an integral part of the deal/account team and work with customers in order to understand the commercial / contractual requirement, and identify business value being proposed by the Oracle proposalWork with and lead 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).Play a leadership role in the 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.Sales EnablementBecome a recognised commercial subject matter expert within Technology business, but also in other lines of business; drive commercial thought leadership and best practice during the sales cycle.SKILLS AND EXPERIENCE:Excellent communication (verbal and written) skills required - used to communicating and negotiating with C Level execs; and having the ability to adapt communication style to audience;Proven successful and highly attuned influencing skills and experienced commercial negotiator;Proven knowledge of software contracts and commercial paperworkAbility 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;·

Ability to effectively articulate Oracle’s position on complex issues to both internal stakeholders and Customer leadership;·

Ability to balance and resolve competing interests/priorities; Excellent planning and organizational skills;Prepared to work in, and lead virtual teams – requiring strong interpersonal skills;Sophisticated at dealing with conflict in a constructive manner;Proactive, tenacious, proven track record of driving projects / tasks to completion and within specified timelines;Ability and confidence to challenge the status quo;Preferred - Experience with IaaS, PaaS or SaaS is desirableExperience of leading the commercials in the most high profile and at times high pressure dealsJob Field: SalesJob Type: Regular Employee HireOrganization: Oracle

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