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.
 

What You will do

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
• 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

 What we will offer you 

• A competitive salary with exciting benefits
• Learning and development opportunities to advance your career.
• An Employee Assistance Program to support your mental health.
• Employee resource groups that champion our diverse communities
• Core benefits such as life insurance, and access to retirement planning
• An inclusive culture that celebrates what makes you unique

 

In line with our obligations under the Employment Equity Act 1998, preference will be given to candidates from designated groups

We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace for all applicants and employees. We believe that a diverse workforce strengthens our organization and enhances our ability to serve our community effectively. 

 

We are consistent with applicable laws, all qualified candidates will be considered for employment without regard to age, ancestry, citizenship, color, disability status, gender identity or expression, genetic information, immigration status, marital status, national origin, political affiliation, protected veteran status, race, ethnicity, religion, sexual orientation, or any other characteristic protected by local law. 

 

We actively encourage applications from candidates belonging to underrepresented groups, including but not limited to individuals with disabilities, and members of designated groups in line with Employment Equity Act. Our commitment extends to providing reasonable accommodations during the application process for all candidates who may require assistance due to a disability.
 

Career Level - IC4