Deal Manager
8 dagen geleden


The Deal Manager delivers contractual solutions through the successful structure of complex / high value / critical transactions.

This includes leading and coordinating the internal deal process and to provide proactive and flexible support between multiple organizations throughout the deal cycle.

The Deal Manager is widely recognized as a center of excellence as he / she sets the overall direction for the assigned managed deal(s) and is responsible for the successful execution of the contracting process, ensuring consistency and adherence with Oracle strategy, commitments and goals as well as compliance with Oracle policies and procedures.

He / she leads and manages the contracting process end-to-end for strategic, complex transactions that meet regional criteria requiring involvement from the Deal Manager.

The Deal Manager facilitates and co-coordinates discussion amongst Sales and multiple Oracle functional stakeholders (i.

e. Deal Specialist, RevRec, Finance, Legal, OFD, Business Practices, Migrations, Order Management, etc.) to reach agreement on contracting terms in order to solve complex contracting scenarios and meet the specific needs of the assigned managed deal(s).

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


  • Proactively liaise with relevant Sales teams for early engagement on deals identified as Managed Contracts.
  • Act as First Point of Contact to coordinate, address and resolve any potential BP and Contracts related questions or issues (i.
  • a. Legal, RevRec, Contracts, Migrations, Credit and Business Practices)

  • 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 engage Sales representative to agree on the closing plan, identifying the key milestones and potential issues (contract structure, RevRec implications, approvals)
  • Execute the agreed plan ensuring involvement and commitment from all parties and timeliness in all aspects of the contracting process
  • Drive and lead the Oracle internal deal process, Ensure rapid movement through the deal process
  • Proactively work with the Sales Rep’s to assist in writing Executive Summaries to ensure accuracy, a smooth approval process and avoid multiple iterations.
  • This includes written comments in the Executive Summary and tracking of approval status

  • Manage and coordinate the engagement of sales and all functional stakeholders. Coordinate with the Contract Specialist in the 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,
  • 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
  • Demonstrate outstanding knowledge of Oracle’s products and services, business practices, contract and RevRec policies, as well as project management, thereby serving as a center of excellence
  • Review legacy and acquired companies’ agreements (Egregious terms reviews and review of non-standard items for approval or negotiation purposes),
  • Qualifications

  • Self-motivated with an excellent capacity to seek continuous learning through contacting his / her peers across boundaries
  • Excellent leadership capabilities
  • Strong organizational skills with ability to multi-task, and prioritize when required
  • Ability to work independently and demonstrate sound judgment under pressure
  • Works effectively under time critical deadlines
  • Organized with time management skills
  • Ability to communicate effectively and calmly
  • Maintains deep insight into details
  • Anticipates customer needs
  • Able to handle high levels of ambiguity quickly
  • Project Management skills and experience
  • Good conflict resolution skills in high demanding sales environment
  • Able to anticipate problems and obstacles before they arise
  • 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
  • Ability to keep up with constant changes to products, policies, procedures, and people
  • Experience in drafting and negotiating complex commercial, federal, state, and / or local government contracts
  • Ability to work well with multiple organizations in a team environment
  • Good interpersonal skills with ability to work through and with virtual teams
  • Knowledge of Oracle policies and procedures
  • Proficiency level of English and fluent in local language
  • Proficient in Email, MS Word and Excel
  • 5 years’ experience in contracting environment
  • Prior experience in high tech industry, consulting, or professional services industry preferred
  • BA / BS degree in Business; MA or Law degree or equivalent
  • Detailed Description and Job Requirements

    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.

    Job duties are varied and complex utilizing independent judgment. May have project lead role. Excellent written, verbal, interpersonal, and analytical communication skills.

    Organized, detail oriented, and time management skills. Experience drafting and negotiating complex commercial, 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. 5 year experience in contracts, purchasing, or equivalent. BA / BS degree, Paralegal Certification or equivalent years of experience.

    Prior experience in high tech industry preferred.

    As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made.

    This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).


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