Looking for an exceptional Customer Deal Desk Manager experienced in Government contracts within the Professional Services industry, to provide dedicated support leading and managing the contracting process end to end for our most strategic and complex transactions.
Legal Experience (contract drafting) is mandatory for this role
Oracle is a vast organisation offering products and services that cover the entire technology stack. With size comes complexity, and this is where the Customer Deal Desk Manager is in their element - taking the lead in bringing all the pieces together and navigating the deal team through to a successful close.
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 groundbreaking 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.
Responsibilities
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
Your Experience
- Minimum 8+ years' experience in drafting and negotiating fixed price and time and materials commercial, federal, state, and/or local government services contracts
- 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.
- Prior experience in high tech industry, consulting, or professional services industry preferred.
- BA/BS degree in Business; MA or Law degree or equivalent.
Life at Oracle and Equal Opportunity
An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.
In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.
Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.
At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles to perform crucial job functions.
That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
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.
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