The Deal Manager leads and manages the contracting process
for strategic, complex transactions that meet regional criteria for Deal
Manager engagement, setting the overall direction for these managed deals, is
responsible for the successful execution of the contracting process through
coordinating all parties engaged and ensuring consistency with Oracle strategy,
commitments and goals.
The Deal Manager facilitates and coordinates discussion
among Sales and Oracle internal functional stakeholders to reach agreement on
contracting terms in order to solve for complex contracting scenarios and meet
the specific needs of the deal.
As a member of the U.S. Public Sector Local Deal Management
team in Reston, VA, the Deal Manager covers license, hardware, cloud, and
services lines of business for federal, state and local government, healthcare,
and higher education managed deals and contracts.
Deal Managers may work in a multicultural 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
- Works proactively with Sales and functional stakeholders
(e.g., Deal Specialists, Revenue Recognition, Tax, Legal, Oracle’s Finance
Division, Migrations) to develop a realistic close plan for managed deals,
including identifying key milestones and potential issues.
- Provides expert advice to Sales on applying Oracle
policies as they relate to specific contract terms in managed deals, and advises
Sales on the appropriate contract terminology.
- Articulates to Sales internally, and to Customers in
Customer negotiations, the rationale behind Oracle policy and contract terms.
- Advises Sales on the appropriate terminology to include in
approval requests to ensure contract term requests are clear and unambiguous,
allowing the Oracle approvers to make informed decisions and Deal Specialists
to successfully and efficiently draft final contracts.
- Facilitates internal discussions among functional stakeholders
to reach practical business solutions to complex contracting issues, and
provides stakeholders with any contract documents necessary for a thorough
evaluation of issues.
- Anticipates problems and initiates actions to ensure
managed deals are processed efficiently.
- Collaborates with and provides guidance to the Deal
Specialists responsible for drafting the managed deals.
- Completes a review of the contract documents prepared by
Deal Specialist to ensure all contract terms have been appropriately approved
by Oracle and the contract reflects all negotiated commitments before releasing
to Sales.
- Proactively manages deal close plan, facilitating
involvement and end-to-end commitment from all parties from deal initiation
until the process has concluded.
- Other responsibilities as may be deemed appropriate by
Oracle management.
Qualifications
- Excellent written, verbal, and interpersonal
communication, conflict resolution, and analytical skills.
- Organized and detail-oriented. Ability to work independently
and effectively with ability to multi-task and prioritize under time critical
deadlines.
- Ability to work well with, as well as lead, multiple
organizations in a team environment.
- Experience with public sector (federal, state, and/or
local government) contracts required.
- Experience with drafting, editing, and negotiating
contract documents required.
- Proficient in Email, MS Word, PowerPoint, and Excel
required.
- BA/BS degree.
- US Citizenship due to nature of contracts.
- Paralegal Certification or paralegal experience preferred.
- Prior experience in high tech industry preferred.
!|!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.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
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