Role

The Deal Manager delivers commercial solutions through the successful structure of complex / high value / critical transactions. This includes to lead & coordinate the internal deal process and to provide proactive and flexible support between multiple organizations throughout the deal cycle as well as the involvement on the negotiations if and when it is required.

Extensive experience with deal shaping, deal management and customer negotiations empowers Deal Managers to be actively involved in Customer negotiations and to provide prudent control and governance to protect Oracle’s interests.

The Commercial Deal Manager is widely recognized as a center of excellence, providing deal support, training and deal management beyond the boundaries of her/his own cluster/region

Responsibilities

• Proactively liaise with relevant Sales teams to early engage on deals identified as Managed Deals.
• Drive and lead the Oracle internal deal process:
  • Proactively engage Sales representative to agree on the closing plan, identifying the key milestones and potential issues (contract structure, Revenue Recognition (RevRec) implications, approvals)
  • Act as First Point of Contact to coordinate, address and resolve any potential Business Practices (BP) and Contracts related questions or issues (i.e. Legal, RevRec, Contracts, Migrations, BP and Credit)
  • Manage and coordinate the engagement of sales and all functional stakeholders. Drive all internal negotiations required to successfully conclude the deal.
  • Execute the agreed plan ensuring involvement and commitment from all parties and timeliness in all aspects of the contracting process
  • Ensure rapid movement through the deal process
• Advise Sales team on deal structure and terms & conditions to help structure in line with the sales strategy, Oracle’s interest and customer requirements. Provide alternatives and options with their associated pros & cons (from a BP, RevRec and Contract structure standpoint) and related items of approvals,
• Proactively work with the Sales Rep’s to assist with Deal Approval System (DAS) to ensure accuracy, a smooth approval process and avoid multiple iterations.
• Review legacy and acquired companies agreements (Egregious terms reviews and review of non-standard items for approval or negotiation purposes),
• Take a leading role in discussing, explaining, negotiating and agreeing standard terms & conditions with Customers (telephone or face to face) as appropriate,
• Coordinate  with the  Deal Specialist in the Shared Service Center (SSC) the contract drafting and review  it  prior to release to Customer (giving Oracle sign off), ensuring that the contract terms & conditions reflects Customer and Oracle commitments/ requirements,
• Maintain a full contact and engagement and working closely with the different teams in the SSC ensuring coordination within the Deal Management organization is maintained.
• Demonstrate a professional relationship with Sales, Approvers, Revenue Recognition group and Legal, to resolve business issues, showing integrity and ability to challenge and question deal structures or proposals
• Partner with Sales and Deal Management SSC organization in order to deliver advanced training and advisory service on Business Practices, Contracts and/or Revenue Recognition.
• Identify, recommend, initiate and implement innovative local, regional and/or global process and policy improvements,
• Initiate , lead and or participate in projects as needed (outside the scope of specific deals).
• Demonstrate outstanding knowledge of Oracle’s products and services, business practices, contract and RevRec policies, as well as project management, thereby serving as a centre of excellence

Qualifications

• Self-motivated with an excellent capacity to seek continuous learning through contacting his/her peers across boundaries.
• Excellent proficiency level of English.
• Strong organizational skills with ability to multi-task, and prioritize when required.
• Ability to keep up with constant changes to products, policies, procedures and people.
• Ability to work independently and demonstrate sound judgment under pressure.
• Excellent written and verbal communication skills.
• Strong conflict resolution skills in high demanding sales environment.
• Ability to use analytical skills to find solutions to complex business issues
• Ability to work well with, as well as lead, multiple organizations in a team environment.
• Ability to communicate effectively and calmly
• Good interpersonal skills with ability to work through and with virtual teams.
• Excellent knowledge of revenue recognition, business practices, and contracting policies
• Project Management skills and experience
• University degree with legal and/or business background
• Over 5 years experience in Contracting environment.

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.

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).