Oracle LMS and Oracle Sales - The Truth Revealed

June 26, 2020

As specialists in Oracle compliance, we work with organizations and Government departments to optimise their Oracle license estate, represent them on Oracle audits, prepare them for audits as well as any technical aspect of Oracle software. We are often asked many questions about Oracle’s License Management Services (LMS) – and we respond with opinions on what we have experienced in our dealings with Oracle LMS.

 

However, some of the questions that we are asked are better answered by Oracle themselves. To that end, please have a read of a job advertisement for a Principal LMS consultant – the link to this advertisement can be found here.

 

 

Principal License Management Services Consultant-180017CR

 

Preferred Qualifications

 

Organization

Oracle’s Global License Management Services is an organization that promotes the management, governance and awareness of the proper use and distribution for Oracle systems through expert services.

 

Its goal is to provide with the most up-to-date knowledge, best practices and tools to manage and maximize our customer’s Oracle license investment.

 

Role

Responsible for delivering LMS services through direct or remote engagements at Customers and/or Partners.

 

Scope

  • Works with Sales, Sales Management and other LMS teams

  • Works with the Deal Management, 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 and/or Partners for assigned territory where compliance needs to be assessed and ensured.

  • Establishes engagement strategy on qualified accounts with sales.

  • Performs complex LMS engagements on large and Key Accounts aligned to LMS defined service processes.

  • Drives progress of LMS engagements & resolution of compliance issues, leveraging sales when needed.

  • Delivers information to Sales, Customers &/or Partners on Oracle licensing to enhance knowledge and understanding during each engagement

  • 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).

Accountabilities

  • Meet LMS KPIs including but not limited to the generation of opportunities for License and Support Revenue

  • Identification of Customers / Partners to determine FY business planning for assigned territory

  • Management, control and reporting of own engagements

  • Completion of assigned cross-team projects

  • Operating in line with Oracle processes/procedures and LMS Core Values

  • Mentoring / Experience sharing

  • Personal development

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 and Danish

  • Knowledge and experience of the local market landscape – medium and large organisation licensing matrix, exposure to senor CxO level

LMS Specific Skills

  • Handling Legal Escalations

  • Crucial Conversations

  • Experience Sharing

  • Objection Handling

  • Understanding of IT technical architectures or affinity with technical matters

Detailed Description and Job Requirements

Delivers license management services and programs to customers and partners, in order to govern, manage and promote awareness of the proper use and distribution of Oracle solutions. Provides expertise, advisement and tools that aid in managing compliance with Oracle’s contractual agreements, while providing value-added services to enhance satisfaction.

 

Performs business planning for assigned segment. Executes complex license management engagements/programs with customers and partners, following defined standard processes, that aid in the proper management and distribution of Oracle products. Uses expertise in contractual agreements, licensing policies, technical verification, compliance processes and other relevant areas to provide analysis and license management related advisement. Works with sales, customers and partners to ensure compliance issues are resolved, while preserving business relationships.

 

Drives the project planning, implementation, control and communication of assigned engagements/programs. Partners with other Oracle organizations in planning and conducting engagements/programs. Shares expertise and experience in mentoring others. Contributes to cross-team projects aimed at leveraging best practices and increasing organizational effectiveness.

 

Leading contributor individually and as a team member, providing direction and mentoring to others. Advanced skills and knowledge in the management of multiple complex projects. Ability to analyze complex issues and formulate relevant business solutions. Exhibits cross-lob collaboration and excellent communication skills in successfully performing job responsibilities. Experience in working with c-level personnel. University degree or equivalent combination of studies and experience.

 

Typically 8 years of related experience to include 5-8 years customer facing experience in IT/asset management consulting, audit or customer management and understanding of the software industry is preferred.

 

As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

 

Job

:Finance

 

-------------------------- End of Job posting

 

The highlighting is ours. We believe the highlighted areas may help you to answer the questions we often receive from clients:

  • Are LMS aligned with Oracle Sales or Oracle Legal ?

  • Are we randomly selected for audit or are we selected by Sales deliberately ?

  • Do LMS have quotas or revenue targets ?

  • Is LMS primarily concerned with our optimisation of the Oracle software footprint or maximising their sales revenue ?

 

If you are going to be audited by Oracle, please read this job advertisement again and remember the individuals involved may have similar Scope, Responsibilities and Accountabilities as written above (by Oracle).

 

Finally, thanks to ‘House of Bricks’ (HOB) who first highlighted this advertisement. I am sure there are other LMS advertisements floating around that are just as illustrative of what really is required of LMS personnel – but HOB is always at the forefront and has brought it to our attention, so thanks again. You can read HOB’s original blog post here – we are big fans 😊 They are in America, whereas Pebble IT specialises in the Australian, New Zealand, PNG, Fiji and Pacific Island regions – so if you do need advice or assistance regarding your Oracle software, including audits, please reach out to us at hello@pebbleit.com.au

 

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