Trainee SaaS Commercial Director

Reports to Manager of SaaS Commercial Directors

Role description 

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