, Posted on May 4, 2018
*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).
Industry Type :
IT - Software Services
Functional Area :
Sales / Business Development
Desired Candidate Profile
Deal Manager Oracle Dubai, United Arab Emirates
The Deal Manager is the project Specialist for the deal contracting process, and is responsible for the overall direction, coordination, implementation, execution, control and completion of the contracts process for strategic transactions ensuring consistency with Oracle strategy, commitments and goals. The Deal Manager engages legal for complex contracting requirements and defers to their direction in complex contracting scenarios.
Sales own the deal, customer negotiations, the executive summary document and is the project sponsor.
The Deal Manager works proactively with sales and functional stakeholders to develop a realistic close plan for each deal.
The close plan will identify key milestones and potential issues:
Proactive management to the close plan, facilitating involvement and commitment from all parties until the process has concluded.
Anticipate problems and initiate actions to ensure complex transactions are processed efficiently.
Provide expert guidance to sales on Oracle policies, as they relate to specific contract terms in a current deal
Be an expert on standard and the allowed exceptions.
Possess the ability to articulate the rationale behind Oracle policy and contract terms to sales internally, as well as, in negotiations with customers.
Know when to defer to functional stakeholders during negotiations with customers.
The Deal Manager will:
Ensure all contract terms have been appropriately approved by Oracle and reflect all negotiated commitments (this may include drafting)
Review contract drafts prior to release
Review agreements for egregious and non-standard terms
Ensure post signature processes reflect contract terms
Other deal specific responsibilities deemed appropriate by Oracle management.
1. Project Specialist lead of contracting process for deals meeting regional criteria for Deal Manager engagement
2. Provide expert advice to sales to ensure the successful administration of complex non-standard business deals
3. In support of sales leadership, and only as needed, coordinate the engagement of functional stakeholders (Legal, RevRec, Quoting, Credit, LMS, OSS, OFD, HQ etc) including international.
4. Assist sales in identifying language approval issues, the relevant approver, and alternative approaches
5. Provide support to sales on customer negotiations of business terms for standard deals
6. Adhere to the agreed rules of engagements between Deal Management and all other Oracle groups (e.g., Legal, RevRec)
7. May provide deal support beyond the boundaries of a region or country responsibilities.
Excellent proficiency in written and spoken English & Arabic
Strong organizational skills with ability to multi-task and prioritize
Strong communication and conflict resolution skills in high demanding sales environment
Ability to use analytical skills to find solutions to complex business issues
Ability to keep up with constant changes to products, policies, procedures, and people
Ability to work independently, use sound judgment, and remain calm under pressure
Ability to work well with, as well as lead, multiple organizations in a team environment
Excellent knowledge of revenue recognition, business practices, and contracting policies
University degree with contracts and/or business background
7 years relevant work experience in a similar.
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