Job Openings at Oracle

Job Description

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).
The Deal Manager may 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.

Your Responsibilities:

• Work proactively with Sales and functional stakeholders, (i.e. Deal Specialist, RevRec, Finance, Legal, OFD, Business Practices, Migrations, Order Management, etc.) to develop a realistic close plan for his/her assigned managed deal(s) including identifying key milestones, anticipating potential issues and identifying resolutive actions to be taken.
• Provide advice to Sales by identifying applicable Oracle policies as they relate to specific contract terms, relevant for the assigned managed deal(s); 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 (i.e. Deal Specialist, RevRec, Finance, Legal, OFD, Business Practices, Migrations, Order Management, etc.) 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 (i.e. Deal Specialist, RevRec, Finance, Legal, OFD, Business Practices, Migrations, Order Management, etc.) 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 managed 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 close plan, facilitating involvement and commitment from all parties until the contracting process has concluded.
• Other responsibilities as may be deemed appropriate by Oracle management.

 
Detailed Description and Job Requirements

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.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

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Background:

Oracle Financial Services Global Business Unit (FSGBU) is a world leader in providing IT solutions to the financial services industry. Oracle is the world’s largest enterprise software vendor with 286,000 global customers and USD 22.4 billion in revenue. Oracle’s customers include ten of the top ten global banks, ten of the top ten insurance companies, ten of the top ten securities firms, five of the top  five  mutual fund companies and four of the top five World stock exchanges.   With the experience of delivering value-based IT solutions to over 840 financial institutions in over 130 countries, the FSGBU understands the specific challenges that financial institutions face: the need for building customer intimacy and competitive advantage through cost-effective solutions while, simultaneously, adhering to the stringent demands of a dynamic regulatory environment.  Our solutions have the world's most comprehensive and contemporary banking applications and provide a technology footprint that addresses their complex IT and business requirements.

Products & Solutions Sold Under This Role:

• Oracle RPM -(Risk & Performance Management)
• Oracle Data Management & Regulatory Reporting

Brief Description of the Role:

The existing vacancy is for a seasoned banking analytics software sales person to position and sell licenses for Oracle’s OFSAA solutions, comprising Enterprise Risk Management, Enterprise Performance Management and Data Management & Regulatory Reporting. The territory is defined as East & West Africa accounts within the banking & insurance industry.

Primary objectives:

• Satisfy revenue targets for licenses across the ERM / EPM and Data Management solutions in Southern Africa
• Competency in positioning the portfolio at a “C” level
• Building a deep and active engagement model with Clients
• Creating a tailored ‘case for transformation’ and solution proposal with supporting business case for each opportunity
• Close opportunities in a timely and managed process
• Sales lead generation and pipeline management
• Lead FSGBU account plan and coverage model to identify target Clients

Requirements:

• Seasoned software sales professional with solid experience in the areas of Enterprise Risk Management and Enterprise Performance Management within the Financial Service sector in East & West Africa
• Proven experience selling Banking industry software solutions
• Experience in shaping and developing significant investment initiatives / projects of $US 5M and upwards, including business case development, detailed solution scope, implementation approach and plan, etc.
• Deep knowledge about the East & West African banking industry is vital.
• Ability to bring in insights about the emerging trends in banks’ buying patterns relative to core banking systems, enterprise risk management and compliance systems is vital
• Proven network of executive level contacts within the African banking community.
• Knowledge of IT and Banking
• Excellent communications skill
• Proven problem solving capacity, including needs analysis and business justification skills
• Ability to travel as required across the region

Detailed Description and Job Requirements

 Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

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 specialization. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).