Senior Customer Deal Desk Manager

What you will do

The Customer Deal Desk Manager is responsible for the end to end contracting process for the largest and most complex or strategic deals in the region. They use their commercial and contractual expertise and knowledge of Oracle policies and processes to place these deals in the best position of closing, and achieving the right outcome for both Oracle and our customers. They are an expert at stakeholder management, tracking multiple threads of activities, and are comfortable using their influencing and communication skills to get everyone on the same page and working collaboratively towards the deal close plan. As the deals we work on are often ground breaking and the first of their kind in the region, the Customer Deal Desk Manager is comfortable working in unknown territory, and coming up with workable solutions to new problems never before encountered.

Career Level – IC4

What you will do

Keeping our values and Mission Statement front of mind, the responsibilities of the Customer Deal Desk Manager include the following:

• Provide dedicated support and lead the virtual deal team for assigned deal(s) hosting regular cadence calls, project managing tasks/actions and leading the deal to a successful conclusion
• Work proactively with Sales and functional stakeholders, (i.e. Drafting team, Revenue Recognition, Finance, Legal, Oracle Finance, Business Practices, Migrations, Order Management, etc.) to develop a realistic close plan, including identifying key milestones, anticipating potential issues and identifying resolutions
• Weekly management reporting on deal status, real time visibility into deal plans, issues, & sales participation
• Provide advice to Sales by identifying applicable Oracle policies as they relate to specific contract terms, 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 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 the drafting team to successfully and efficiently draft the final contract
• Lead objection handling activities for assigned deal(s) including review and responding to complex Government Master Agreements, customer redlines and issues lists
• Facilitate internal discussions amongst functional stakeholders 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 drafters responsible for drafting the deal(s)
• Complex deal drafting under the guidance of legal where terms go outside the usual playbook
• Complete final review of the contract documents 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
• Proactively manage the Deal Plan, facilitating involvement and commitment from all parties until the contracting process has concluded
• Review and redline of RFP Conditions and complex Government Master Agreements for deals at RFP stage
• Other responsibilities as may be deemed appropriate by Oracle management
• Who we are looking for

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 specialisation. Excellent written, verbal, interpersonal, and analytical communication skills. Exceptional organisation and time management skills. Maintains deep insight into details. Proficient in Email, MS Word and Excel. Works effectively under time critical deadlines in a high pressure environment. Able to handle high levels of ambiguity quickly. Anticipates customer needs and actively mitigates problems and obstacles before they arise. Minimum 8+ years experience in drafting and negotiating fixed price and time and materials commercial, federal, state, and/or local government services contracts. Prior experience in high tech industry, consulting, or professional services industry preferred. BA/BS degree in Business; MA or Law degree or equivalent.

What we will offer you

• A competitive salary with exciting benefits
• Flexible and remote working so you can do your best work
• 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 medical, life insurance, and access to retirement planning
• An inclusive culture that celebrates what makes you unique

At Oracle, we don’t just respect differences — we celebrate them. We believe that innovation starts with inclusion, and that to create the future, we need people with a diverse set of backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. When everyone’s voice is heard and valued, we’re inspired to go beyond what’s been done before.

https://www.oracle.com/corporate/careers/diversity-inclusion/

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.

Disclaimer:

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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

• Which includes being a United States Affirmative Action Employer

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