Job Descriptions

The Commercial Manager is a member of the JAPAC Commercial Manager Team within the Oracle Applications business. The team specialises 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 commercial negotiation and agree terms of the contract, whilst demonstrating the value of those 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 Oracles 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 variousstakeholders including procurement and legal teams, business sponsors through to CxO Level, both within the customers 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.

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