Deal manager Profile

The Deal Manager may work in a multi-cultural environment and cover multiple countries and/or lines of business. The work is fast-paced and seasonal in nature, corresponding with Oracle’s quarterly and annual fiscal cycles.

 

Responsibilities

 

• Work proactively with Sales and functional stakeholders, (i.e. Deal Specialist, RevRec, Finance, Legal, Oracle Finance, Business Practices, Migrations, Order Management, etc.) to develop a realistic close plan for his/her assigned highly complex and strategic deals (FBE deals), including identifying key milestones, anticipating potential issues and identifying resolutive actions to be taken. 
• Provide advice to Sales by identifying applicable Oracle policies as they relate to specific contract terms, relevant for the assigned FBE deals; advising Sales on the appropriate contract terminology for the deal. 
• Articulate to Sales the rationale behind Oracle policy and contract terms to assist them with Customer negotiations. Know when to defer to functional stakeholders (i.e. Deal Specialist, RevRec, Finance, Legal, Oracle Finance, Business Practices, Migrations, Order Management, etc.) during Customer negotiations. 
• Advise Sales on the appropriate terminology to include in approval requests to ensure that the contract term requests are clear and unambiguous; allowing Oracle approvers to make informed decisions and Deal Specialists to successfully and efficiently draft the final contract
• Guide, support and supervise the team members and their work. Manage compliances and all statutory checks for self and the team.
• Facilitate internal discussions amongst functional stakeholders (i.e. Deal Specialist, RevRec, Finance, Legal, Oracle Finance, Business Practices, Migrations, Order Management, etc.) to reach practical business solutions to complex contracting issues, and provide such functional stakeholders with any contract documents necessary to ensure a thorough evaluation of issues.
• Collaborate with and provide guidance to the Deal Specialists responsible for drafting the FBE deals.
• Complete final review of the contract documents prepared by the Deal Specialist to ensure that all contract terms have been appropriately approved by Oracle and the contract reflects all negotiated commitments before releasing the contract to Sales.
• Ensures that the Contracting service complies with the documented process including conformance with Oracle commercial policies and procedures.
• Proactively manage the Deal close Plan, facilitating involvement and commitment from all parties until the contracting process has concluded.
• Works as a support system for the department to carry on the quarterly and monthly engagement with various stakeholders. Owns and drives regional or global projects as required.
• Other responsibilities as may be deemed appropriate by Oracle management.

Experience & Skills

• Experience: 7 – 9 years preferably IT industry
• Excellent written, verbal, interpersonal, and analytical communication skills.
• Organized, detail oriented, and time management skills.
• Managerial skills
• Experience in drafting and negotiating complex commercial contracts
• Understanding of Cloud business
• Ability to work effectively under time critical deadlines.
• Proficient in Email, MS Word and Excel.
• Law Degree (strongly preferred) or BA/BS degree with Paralegal experience

Processes and invoices customer orders in accordance with agreed contracts. Monitors contract and business terms to mitigate Oracle*s risk.

As a member of Contract Management you will assist customers, both internal and external, with license contract interpretation, negotiations and administration of licensing agreements including extensions, new business, invoicing, credit holds, receivable issues and consolidations. Draft and negotiate standard and non-standard contracts. Act as a liaison between consultants, Credit, License, Tax, Business Practices, Revenue accounting, and customers to resolve contractual and consulting business issues. Validate all aspects of contract packages for accuracy and compliance with Oracle*s Business Practices and Consulting Business Approvals/Process while maintaining customer satisfaction and responsiveness. Submit contract order packages to Revenue accounting for order processing and project funding. Anticipate problems and initiate actions to ensure customer orders are processed efficiently. Prepare contract status reports.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Excellent written, verbal, interpersonal, and analytical communication skills. Organized, detail oriented, and time management skills. Experience drafting and negotiating complex commerical, federal, state, and/or local government contracts. Ability to work effectively under time critical deadlines. Working knowledge of FAR/DFARS. Proficient in Email, MS Word and Excel. Knowledge of Oracle policies and procedures desired. 8 year experience in drafting and negotiating fixed price and time and materials commercial, federal, state, and/or local government contracts. BA/BS degree in Business; MA or Law degree or equivalent. Prior experience in high tech industry, consulting, or professional services industry preferred.