Senior Customer Deal Desk Manager

What you will do

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 ground breaking 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.

Career Level - IC4

Responsibilities

What you will do

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

Requirements: