Oracle Contract Development Specialist 4-Ops in Burlington, Massachusetts
Determines and/or implements Corporate/local pricing policy.
Assist with reviewing and approving transactions. Monitor incoming transactions. Provide support to the LOB on transactions. Ensure approval requests are timely, complete and accurate. Coordinate with Legal, Contracts, Finance, Risk Management, and LOB as appropriate to maintain and post business practices, policies, and procedures.
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.
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.
General Role-?xml:namespace prefix = "o" /->
As part of the North America Cloud Commercial Management team, this individual will play a key role in driving the success and rapid growth of the regional SaaS and PaaS business.
The role requires engagement with account teams and prospective clients to build rapport and credibility, quickly creating and delivering an effective commercial solution to meet clients needs. The successful candidate must be able to react with speed to the evolving world of cloud services, by both understanding the commercial market space, and understanding the dynamic nature of Oracle s internal goals and requirements so as to react nimbly as Oracle s processes, objectives and corporate goals mature.
You will work on key cloud deals within the region, effectively managing complexity and challenge. You will be seen as a commercial/contracts thought leader in the cloud market, and maintain a reputation for delivering and engaging across diverse populations and at all levels of the business. You will be responsible for spreading this expertise among account teams so they can leverage your expertise.
Act as Oracle s lead negotiator responsible for closing complex Cloud (SaaS and PaaS) agreements with key customers (Oracle Order Package);
Learn and maintain an in-depth knowledge of Oracle cloud policies and procedures;
Work as a member and team-lead of virtual teams comprised of members from Cloud Sales, Deal Strategy, Deal Management, Legal, and the Global Business Practices organizations.
Work with the designated account sales team to create and deliver commercial solutions (Bids) in response to customer requirements for cloud solutions;
Work with the account teams and customers in order to understand requirements, and identify business value inherent in Oracle cloud solutions;
Become a recognized expert in licensing of cloud solutions and the sale of those solutions, ensuring you are seen as the point person and advisor to the rest of the Oracle organization. In this capacity, participate as a member of groups responsible for updating Oracle Cloud business practices, and provide training to sales and ancillary organizations on best practices and trends in the Cloud space;
Work with the account team, presenting proposed commercial solutions to clients, managing them through the approval process and negotiating with client through deal closure.
Present and negotiate commercial terms to potential key customers;
Define and author proposals with the account team based on client requirements and in line with Oracle standards;
Obtain appropriate management approvals as required;
Identify, maintain and deploy an internal network of stakeholders who can support achievement of strategic business objectives;
Support, coach and mentor Sales representatives to enhance their understanding of cloud contracts and commercial terms.
SKILLS AND EXPERIENCE:*
Experienced Commercial Contracts Manager;
Ability to build and maintain a large internal network and hold relationships at Sales VP level;
Familiarity working across Oracle teams, including sales, approvals, legal and finance (Oracle stakeholders);
Prepared to work in, and lead virtual teams comprised of the key Oracle stakeholders that are critical to closing each particular Cloud transaction;
Experience with Cloud contracting (either at Oracle or in similar companies);
Comfortable interacting directly at the CIO/CFO level of Fortune 100 Companies and comparably-sized government agencies;
Proven successful and highly attuned influencing skills;
Proven success at customer satisfaction;
Sophisticated at dealing with conflict in a constructive manner;
Proven understanding of Oracle licensing policies and how they are implemented in complex customer environments;
Dedicated to Customer and Oracle success, with the ability to achieve win-win results.
Job: *Business Operations
Title: Contract Development Specialist 4-Ops
Location: United States
Requisition ID: 180016B7