Oracle Deal Manager in Paris, France
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
Proactively liaise with relevant Sales teams to early engage on deals identified as Managed Contracts.
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, RevRec implications, approvals)
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),
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 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
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 terms & conditions with Customers (telephone or face to face) as appropriate,
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,
Follow up to ensure our ERP (e.g. invoice) reflects contract terms and the customer commitment.
Maintain a full contact and engagement and working closely with the different teams in the SSC ensuring coordination within the Quoting/Contracts 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 Quoting and Contracts 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
Self-motivated with an excellent capacity to seek continuous learning through contacting his/her peers across boundaries.
Proficiency level of English and fluent in local language.
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.
Good conflict resolution skills in high demanding sales environment.
Ability to work well with 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 leadership capabilities
University degree with legal and/or business background
Project Management skills and experience
Over 5 years experience in Contracting environment
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).
Job Type: Regular Employee Hire