ULA Sales Specialist

The ULA Sales Specialist is a strategic commercial and licensing leader responsible for driving Oracle Unlimited License Agreement (ULA) opportunities across Oracle’s largest, most strategic, and most complex enterprise customers.

Working across the EMEA Sales organization, the ULA Sales Specialist will help customers maximize the value of their Oracle investments. Using customers investment in license software to accelerate Cloud/SaaS adoption and create long-term strategic partnerships.

The successful candidate will bring commercial leadership directly to customers, building credibility with executive stakeholders while partnering closely with Oracle account teams to develop innovative licensing and cloud transformation strategies. The role requires the ability to understand customer business objectives, create compelling value-based commercial proposals, and negotiate complex licensing agreements that deliver mutually beneficial outcomes for both Oracle and the customer.

As part of the EMEA Complex deal organization, this role is a key contributor to Oracle’s software license, cloud, and customer success strategy.
 

 

 

Scope – Deal Leadership

• Lead Oracle's most strategic ULA opportunities from qualification through contract execution.
• Develop and negotiate innovative commercial structures aligned to customer business and technology objectives.
• Drive value-based commercial conversations focused on business outcomes, growth, risk reduction, and transformation.
• Build commercial models that demonstrate the strategic and financial value of Oracle ULAs.
• Lead negotiation planning, concession strategies, and executive stakeholder engagement.
• Support ULA certification, renewal, expansion, and cloud transformation initiatives.

 

Customer Engagement

• Build trusted advisor relationships with CIOs, CTOs, CFOs, Procurement Leaders, IT Asset Management teams, and executive decision makers.
• Conduct executive workshops focused on licensing strategy, cloud adoption, and long-term technology planning.
• Position ULAs as strategic business enablers rather than procurement transactions.
• Help customers align licensing investments with digital transformation and cloud modernization initiatives.

 

Qualifications

Skills & Experience

• Required:
  7+ years experience in enterprise software sales, licensing, commercial management, or technology consulting.
• Strong understanding of Oracle licensing models, enterprise agreements, and commercial negotiations.
• Demonstrated success negotiating complex multi-million-dollar enterprise transactions.
• Experience engaging with C-Level executives and senior business stakeholders.
• Exceptional communication, presentation, and influencing skills.
• Strong commercial acumen and business case development capabilities.
• Ability to manage multiple complex opportunities simultaneously.

 

Success Measures

• License bookings and revenue attainment via new or expanded ULA/PULA.
• Pipeline creation, forecast accuracy and closure of complex, high-value commercial transactions.

Career Level - IC4