Sr License Management Consultant at Oracle

Role

Responsible for delivering LMS services through direct or remote engagements at Customers

Scope

• Works with Sales, Sales Management and other GLAS teams
• Works with the Deal Management, Approval Teams, Legal, Revenue Recognition and Support organizations
• Reports to functional manager
• Works in assigned territory
• Mentors newcomers and peers

Responsibilities

• Builds relationship with sales and sales leaders in order to establish joint business plans on assigned territory, to increase the share of LMS and facilitate engagement progress.
• Identifies and qualifies Customers for assigned territory where compliance needs to be ensured.
• Provides guidance and advice to ensure compliance for the customer, for existing and new planned environments.
• Establishes engagement strategy on qualified accounts with sales.
• Performs complex LMS engagements aligned to LMS defined service processes.
• Drives progress of LMS engagements & resolution of compliance issues, leveraging sales when needed.
• Delivers information to Sales and Customers on Oracle licensing compliance to enhance knowledge and understanding.
• Develops expertise in contractual agreements, licensing policies, measurement analysis, compliance and SAM in order to address the complexity of Customers and/or Partners architectures and breadth of products.
• Supports the promotion of licensing policies and LMS Services internally and externally.
• Contributes to cross-team projects aimed at increasing the sharing of best practices and the efficiency of LMS processes.
• Mentors newcomers during on-boarding.
• Support peers in acquiring experience (e.g. Customer facing situations, new products, new processes), with support in international escalations, for complex situations
• Represent Oracle LMS at external events
• Acts as SPOC for LMS EMEA and business stakeholders on compliance and Oracle IP related matters, working closely with our strategic customers.
• Handles ambiguity effectively managing complex situations by addressing conflict in an easy to understand manner dealing directly with CX level
• Works across different global boundaries dealing with different cultures. Provides balanced judgement and demonstrates strong leadership skills when resolving conflict.
• Participation in account planning

Qualification

• University degree or equivalent combination of studies and experience
• 5-8 years customer facing experience in IT/asset management consulting, audit or customer management and understanding of the software industry is preferred
• Fluent English, (French, Portuguese might be supporting, but not mandatory)
• Experience working in a dynamic environment, balancing challenging workloads and deadlines with attention to deliverables
• Proactive, dynamic, and able to identify and deliver quality work even when unsupervised
• Strong analytical and problem-solving skills
• Be able to understand impact of Technical Infrastructures of customers' Installations and correlate to Contractual Metrics.   

LMS Specific Skills

• Handling Legal Escalations
• Crucial Conversations
• Experience Sharing
• Objection Handling
• Understanding  of IT technical architectures or affinity with technical matters