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Job description / Role
The ECEMEA Apos Strategic Client Engagement (SCE) is seeking a senior individual to focus on commercial strategy, innovation and planning for our most strategic set of prospective customers . You will partner in the critical phases of the account planning (Strategy, Design and Structuring), and be specifically responsible for helping understand and qualify the desired business outcomes for the development of the deal structure against the value levers identified in the customer discovery process.
You will be an integral part of the Strategic Client Engagement team designing the deal approach to support the value-based transformation journey in alignment with the Insight, Architect and Domain Specialist teams. The ideal candidate will have customer facing experience and have an interest in digging into technology use cases, be a proven collaborator across multiple stakeholders, and have a business lens that enables them to distil complex scenarios down to their essentials.
Strategy: Partner with broader Client Engagement and Sales teams to set objectives, analyse key data, and ensure alignment with broader Oracle ecosystem. The individual will be able to provide advice on the competitive situation and create an actionable strategy.
Structure: You will be specifically responsible for designing the right deal structure for complex deals in a way that meets the desired business objectives, addresses competitive considerations, and maximizes the value of the opportunity. This may include analysis of the historical purchasing patterns of the customer, balancing the goals of the customer and Oracle, and striking the right discount structure.
Requirements
Key responsibilities include:
- Act as trusted advisor and thought leader in the development of the strategic deal structure. Partner with the execution of the sales cycle (strategy, structuring) for strategic, complex, or highly competitive opportunities
- Evaluate the current contract base: ULA's, perpetual licenses, subscriptions, support stream, balances shelved, renewal timeframes, subscription renewal cycles, adoption, consumption, customer satisfaction, etc
- Align the above to the customer strategy, industry trends and competition footprint to come up with the best commercial strategy
- Consult with an influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
About the Company
Oracle offers an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment models - including public, on-premises, and hybrid clouds - to ensure that technology flexes to the unique needs of a business.
Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows.
More than 420,000 customers across 145 countries have harnessed Oracle technology to accelerate their digital transformation.