Deal Management – DEAL MANAGER

individual contributor 3 (IC3)

 

Our Mission is to provide a predictable, scalable, high quality, contracts service, by understanding customer intent and aligning Oracle teams in order to ensure compliant execution.

 

Our Values (AWARE)

Be Agile

Willing to Challenge the Status Quo

Be Accountable

Respond with Sense of Urgency

Engage to Build Trust

 

Job Description:

 

• The Deal Manager manages and supports the sales processes from the opportunity identification to booking the orders and invoicing for the biggest and the most complex deals (FBE deals) in Korea.
• The deal manager may leads the deal and the stakeholders for the very complex FBE deals.
• The deal manager acts as a hub among many various stakeholders including Legal, Revrec and Order Management and a focal point for the sales representatives to help solve issues in the FBE deals.
• The deal manager provides consultation, advices and guidance of Oracle’s policies and processes for the successful closing of the FBE deals.
• The deal manager works in a multicultural 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.

 

Responsibilities:

 

• Setting-up the project schedule to close the deal with the sales representatives
• Consultation and advices about 1) deal structuring, 2) customer’s wants and needs and 3) any possible issues and obstacles
• Advising the approval items and reviewing the approval requests before the submission
• Facilitating the calls and the reviews : kick-off, local review, approver review, cadence calls, post deal reviews 
• Reporting FBE deals to the top management
• Support internal teams by interpreting terms already included in drafted documents as well as providing advice on non-standard terms prior to the finalization of a document.
• Proactively manage the Deal Plan, facilitating involvement and commitment from all parties until the contracting process has concluded.  Conduct sales stakeholder management calls with multiple LOB’s.
• Customer Centric – Pre-empt potential issues and fix the root cause rather than issue alone. Support team members to Identify/anticipate problems and initiate actions to ensure Customer requirement are delivered efficiently.
• Participate in global and regional projects, UAT’s, initiatives and keep the team updated on the improvements taking place
• Handling sales representative’s queries about approval, contracting and signature process

 

 

Experience & Qualifications:

• Leading contributor individually and as a team member, providing direction and mentoring others.
• Expertise in handling nonstandard or extremely complex transactions, involving the application of advanced technical/business skills in area of specialization.
• Project managing skills of hosting and driving discussions with multiple stakeholders to achieve the desired outcome.
• Excellent written, verbal, interpersonal, and analytical communication skills.
• Good command of English
• Outstanding organizational and time management skills and attention to detail.
• Experience drafting and negotiating complex commercial and local government contracts.
• Proficient in MS Office.
• Over 8 years’ experience in drafting and facilitating commercial and legal contract discussions.
• Bachelor’s degree.
• Expert in drafting complex contractual documents.
• Experiences in IT industry and/or global companies preferred

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.