Sr Manager, Global Licensing Advisory Services

Job description / Role

Objectives

The objectives of the Global Licensing Advisory Services (GLAS) business will be centered on four key principles:

• Proactive account management with dedicated alignment
• Investment maximization and helping customers realize the value of their Oracle assets
• Cloud transformation on Oracle
• Providing consulting services by the Oracle experts from Oracle (3rd party compete)

Role

Responsible for delivering in a proactive approach Oracle GLAS's services at our Oracle accounts.

Advises, optimizes and drives adoption on licenses and subscriptions to align with our Oracle's customers present and future needs:

• Rationalize and maximize the value of our customer investment
• Support our customer to understand their transition of on-premise usage to cloud

Scope

• Partners with other Oracle lines of business: Sales, CSS, Product Management, Deal Management, etc.
• Reports to functional manager
• Works in assigned account(s) or territory

Responsibilities

• Responsible for taking ownership of a portfolio of strategic Oracle customers, understanding their specific needs, and presenting appropriate recommendations
• Responsible for governance, which involves designing processes, procedures and long-term technology roadmap to maximize value creation in accordance with GLAS's objectives
• Personally visits high-profile customers on site and provides them with the information and insight they need to take the best decisions about their Oracle product purchase
• Provides constructive feedback during customer-facing account reviews to ensure continuous services improvement and innovations
• Drives strategic discussion with multiple stakeholders at various levels (including C level) and delivers professional presentations and tenders up to Board level
• Builds strong relationships internally and externally and acts as a facilitator for the flawless execution of GLAS's services
• Leads and contributes towards multiple virtual project teams aimed towards improving customer engagement and service enablement
• Owns the success of your activity against KPIs such as customer satisfaction, activity outcomes and service delivery timelines
• Creates systematic business planning, monitoring and reporting of your activity for assigned area
• Operates in line with Oracle's processes, procedures and core values
• Supports peers in acquiring experience (e.g. customer-facing situations, new products, new services)
• Personal development

Qualification

• University degree or equivalent combination of studies and experience in Computer Science
• 8-10 years' experience in a customer-facing role in the technology industry: consulting, account management, value engineering or customer success

Competencies

• Understanding of IT technical architectures and affinity with trends in enterprise software usage
• Experience in managed software environment and subscription license entitlement (e.g. cloud computing)
• FinOps, ITIL, CSAM, ITAM, CISA, Oracle VM, TOGAF, PMP or Prince2 or other technology-specific certifications preferred
• Ability to interpret and understand complex software deployment models (on-premise, cloud and hybrid), licensing and business practices and apply them to different scenarios
• Experience in large and complex IT environments
• Ability to work in a consultative manner with the appropriate level of technical understanding and experience to hold high-level discussions and negotiations
• Ability to create business cases using software deployment data and financial metrics such as ROI, TCO and payback periods
• Ability to work on your own initiative and in many different and challenging environments
• Strong communication, presentation, business writing and professional skills, including being able to liaise with both technical/business and internal/external contacts
• Ability to influence senior stakeholders in order to gain credibility quickly, inspire trust and confidence
• Ability to determine client needs with innovative approaches
• Logical approach to data analysis
• Advanced spreadsheet capability
• Fluent in English, other languages dependent on the market/region

Career Level

IC4

Responsibilities

Acts as the primary interface to assigned Oracle accounts by providing direction and specialist knowledge in licensing and subscriptions to maximize value creation. Develops constructive stakeholder relationships, which involve direct interaction with different Oracle lines of business and Oracle customers.

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.