Contracts Administrator at Oracle

Brief Description

Responsible for the overall direction, coordination, implementation, execution, control and completion of the contracts process for complex and strategic transactions.

Detailed Description 

Provides expert advice to sales to ensure the successful structure of complex non-standard business deals. Coordinates the deal process between multiple internal functional stakeholders. Assist sales in the identification of language approval issues, relevant approver and alternative approaches. Provides support to sales on customer negotiations of business terms. Ensures consistency with Oracle strategy, commitment and goals.

Job Requirements

Excellent proficiency in written and spoken English. Must be fluent in local languages if applicable. Strong organizational skills with ability to multi-task and prioritize. Strong communication and
conflict resolution skills in high demanding sales environment. Strong analytical skills to find solutions to complex business issues. Ability to work in constantly changing environment. Excellent knowledge of revenue recognition, business practices and contracting policies. University degree with legal and/or business background. Twelve plus years experience.

Additional Details   

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Role
1. Project manager 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.

The Deal Manager is the project manager 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 owns 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.

Qualifications
• Excellent proficiency in written and spoken English
• 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
• Work experience: 12+ years

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