Job Description

Manages activities of contract administration team to ensure that contracts are prepared, negotiated and accepted in accordance with Corporate policies. Monitors contract and business terms to mitigate Oracle's risk. Manages a professional staff.

Facilitating Complex/Strategic Deals 

• 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. Deal Specialist, RevRec, 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 Deal Specialists to successfully and efficiently draft the final contract
• 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 Deal Specialists responsible for drafting the deal(s)
• Complete final review of the contract documents prepared by the Deal Specialist 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
• Other responsibilities as may be deemed appropriate by Oracle management

Competencies: 

1. Quality Focused: Produce high quality results independently. Able to break a complex problem into simple workable items, and communicate solutions
2. Communicating for Impact: Present and articulate complex concepts and ideas in a persuasive and easy to understand manner. Influence to change perceptions in a positive, creative and respectful way. Anticipate reactions and respond appropriately
3. Change Agility:  Positively influence others to adapt when faced with changing business conditions, and secure commitments for change initiatives and address any concerns. Quickly recognize situations or conditions where change is needed, and demonstrate resilience in times of change or uncertainty 
4. Mastering Complexity: Generate insights or creative solutions to complex problems. Anticipate problems and obstacles before they arise and plan accordingly. Develop and systematically evaluates alternative courses of action, and impact of alternatives
5. Customer Centric: Customer Centric mindset and gain broad support and buy-in for initiatives from key stakeholders
6. Performance Drive and Execution: Regularly measure and monitor team’s progress and metrics against performance goals, and create contingency plans. Develop and execute operational plans that deliver business results
7. Collaboration: Build diverse & inclusive teams, and build partnerships across organizational, cultural and global boundaries. Leverage others’ expertise and share information and best practices to optimize work results
8. Competitive Edge: Identify and act on opportunities for new and improved process and systems. Create an environment that encourages innovation and risk-taking. Use insight gained across organizational boundaries to inform future practices and increase synergies
9. Leadership: Engage and value input from diverse groups. Motivate and inspires other to align their actions with the larger organizational goals. Delegate with clearly defined responsibility and authority
10. People Management: Strong coaching, mentoring and influencing skills. Able to inspire and manage teams

Experience & Qualifications:

• People Manager, experienced in Team management, 
• Project managing skills of hosting and driving discussions with multiple stakeholders to achieve the desired outcome.
• Excellent written, verbal, interpersonal, and communication skills. 
• Outstanding organizational and time management skills.
• Strong coaching skills
• Good leadership and decision making abilities. 
• Prior experience in tech industry preferred 

Responsibilities

Responsible for the preparation, negotiation, acceptance, and management of commercial contracts; including licensing agreements. Reviews and approves all contractual documents, drafted by Field Contracts staff, for protection of Oracle's contractual posture, satisfaction of customer specifications, and adherence to company policy. Work with Legal throughout the negotiating and drafting process; to ensure all necessary approvals are received. Conduct periodic audits of Field Contract staffs executed engagement contracts for compliance with company policy and ensure adequate quality and technical proficiency.

As a leader in the Deal Management team you are a great coach and multiplier. You motivate and engage team members to perform at their highest level. You foster a customer centric culture and growth mindset in your team. You are a driver of the successful execution of our largest most strategic deals for the quarter, aligning all our stakeholders and ensuring we are providing the best possible experience to our customers.  You have expert knowledge in Oracle policies and procedures and ensure all our deals are transacted in accordance with our documented processes.  You are responsible for all people management related responsibilities and driving operational efficiencies within your team.

Manager Responsibilities:

• Managing Deal Managers within the Local Deal Management team
• Actively identifying and achieving goals which contribute in a positive way to the overall business strategy and objectives 
• Building and maintaining working relationships with key senior level stakeholders
• Identifying and implementing process improvement initiatives in the organization
• Represent Deal Management in various key stakeholder forums such as forecast calls, quarterly reviews, deal reviews etc.
• People Management