Oracle Deal Manager in Utrecht, Netherlands
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),
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
The Contracts Administrator job is comprised of either a Deal Specialist or a Deal Manager role. Both work in a multi-cultural 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.
The Deal Specialist creates, validates and processes contract documentation using Oracle's standard document templates, a set of contract options and in accordance with Oracle's policies and business approvals, in response to requests received from Sales. The Deal Specialist follows defined engagement guidelines to liaise with other Deal Management teams, Finance, Legal, and other groups across Oracle to ensure policy compliance and mitigate corporate risk. The Deal Manager leads and manages the contracting process end-to-end for strategic, complex transactions that meet regional criteria requiring Deal Manager involvement. The Deal Manager sets the overall direction for his/her 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. 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 his/her assigned managed deal(s).
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. Proficient in Email, MS Word and Excel. Able to work effectively under time critical deadlines. Demonstrates resilience in times of change and uncertainty. Anticipates customer needs. Experience drafting and negotiating complex commercial, federal, state, and/or local government contracts. Knowledge of Oracle policies and procedures desired. Must be fluent in local languages for contracting country. Able to evaluate alternative courses of action. 5 years experience in contracts, purchasing, or equivalent. Prior experience in high tech industry preferred. BA/BS degree, or equivalent years of experience.
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