Oracle Commercial Manager in Marlborough, Massachusetts
Provides programs to improve operational efficiency, consistency, and compliance in support of the organization*s financial and tactical business objectives. Provides business practices and processes. Develops, communicates, and trains the organization on business practices and processes.
Serve as a liaison with other divisions such as Finance, Contracts, HR, Legal, Shared Services, Accounts Receivable, Purchasing, and Risk Management in an effort to ensure accurate and timely transaction processing. Collect, input, verify, correct, and analyze data to measure key performance indicator actual versus business objectives. Provide updates to management regarding budget to actual, informing them of deviations and opportunities. Provide management with economic impact and compliance issues surrounding key business decisions and/or deals. Communicate Oracle Business Practices to the organization and monitor process and approvals for full compliance. Drive implementation of new processes and procedures.
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. Ability to collect, organize, and display data in spreadsheet format. Follow-through skills necessary to get information from internal and third parties and have data errors/omissions corrected. For this, relationship management skills strongly desired. Strong written and verbal communication skills. 8 plus years relevant work experience.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
With more than380,000 customersincluding 100 of the Fortune 100and with deployments acrossa wide variety of industries in more than 145 countries around the globe,Oracle offers an optimized and fully integrated stack of business hardware andsoftware systems. Oracle engineers hardware and software to work together inthe cloud and in your data centerfrom servers and storage, to database andmiddleware, through applications. Learn more about Oraclehttp://oracle.com/us/corporate
The Advanced CustomerServices (ACS) team focuses on selling the Cloud Application and other ManagedServices for Oracle s Enterprise ERP, CRM, HCM and BI solutions. This setof products offers a vast array of options unparalleled by our competitors.
ACS is one of thefastest growing business units within Oracle. It leverages Oracle s strength asthe premier Enterprise Software provider to deliver applications in a new andinnovative Cloud Computing paradigm.
The Commercial Managerrole takes a holistic view of the opportunity and coordinates with across functional deal team (Commercial Manager, Sales, Solution Manager,Technical Architects) to create and deliver the value proposition, thebusiness case, negotiation, pricing, and terms and conditions that willattempts to maximize Oracle s financial outcome with the lowest risk. The role also supports a variety ofactivities across the full ACS portfolio, including support for advising onapprovals, quoting, and other critical process areas that enable the effectiveoperation of our business and the efficient and responsible completion ofdeals. The Commercial Manager roleinvolves a customer facing capacity to support Sales in negotiations tooptimize the ACS position and to secure deal closure.
The ACS Managed CloudServices portfolio of services can manage /any /Oracleapplication or technology for our customer and the application portfolioincludes: Oracle E-Business Suite, PeopleSoft JD Edwards Enterprise One, OracleHyperion and Siebel CRM, CEMLI Management Services and Functional Service Desk.
This remote based positionworks collaboratively with the ACS team as well as other Oracle Lines ofBusiness and internal support team to win our largest and most complex salesopportunities. Candidates must be basedin the US.
Responsible for the development of an effective commercial / pricing strategy for customer opportunities, assisting Sales in the development of a price to win, enabling the achievement of target margins in pro forma financials, confirming revenue recognition / VSOE compliance, addressing and escalating commercial risks and issues. Transactional pricing and commercial support to Sales to support responsible deal closure using ACS pricing tools and methodology. Key interface with client financial buyer on commercial considerations. May serve as an approver for deal financials in certain scenarios and is responsible for securing executive approvals for pricing / various non-standard terms and conditions as defined within ACS policy documents. Communicate Oracle Business Practices to the organization and monitor process and approvals for full compliance. Drive implementation of new processes and procedures.
The Commercial Manager is responsible for the exercise of independent judgment in making key commercial decisions that impact both our internal business and that of our customers. This includes making informed decisions based on experience, subject matter expertise, outputs from toolsets, ACS / Oracle policy, and various customer specific factors. These decisions impact overall customer pricing strategy that drives the profitability line for ACS and the ability to efficiently and responsibly close business, and requires consideration of items such as custom pricing, discounting, contingency, and various contractual terms and conditions applicable to the transaction. The Commercial Manager is required to serve as an independent decision maker to protect the commercial interests of the business, while also supporting our Sales teams to assist in the closure of business to increase bookings and revenue. Decisions made by the Commercial Manager are instrumental in securing customer s buy decision.
Development of deal pricing for approved solutions using ACS pricing tools
Coordination with Sales and GSC resources on development and implementation and overall deal attack and close strategy, and iterations of solution and price
Assist in development and processing of required approvals
Support Sales in negotiations of transactions with customers
Management, use, maintenance, and oversight of processes and tools required to price and close transactions
Manage escalations for non-standard or exceptions commercial scenarios
Strong interpersonal and communication / presentation skills and the ability to influence are a must.
Demonstrated commercial experience in a large, global IT services / SW company is highly preferred.
/Oracle supportsworkforce diversity and is an equal employment opportunity employer/
Job: *Business Operations
Title: Commercial Manager
Location: United States
Requisition ID: 18001G0C