Deal Manager

Job Description
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

Job duties are varied and complex utilizing independent judgment.

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 does not write the executive summary, but will advise sales on the appropriate contract
terminology to ensure the contract term requests in the executive summary are clear and unambiguous. In
compliance with corporate strategy for best practices, the Deal Manager provides expert advice to sales on
how to structure contract terms in an approval request (executive summary) that allows the Oracle approvers
to make an informed decision, while at the same time, allows for the drafting of a final contract minimizing the
need for clarifications and revisions. Some regional processes require additional executive summaries or
justification, in addition to the corporate policy.

Comments by the Deal Manager in the executive summary should be limited in scope and included only
when absolutely necessary. Comments should state facts and/or analysis that would assist the approvers
where such facts and/or analysis would not be appropriate for sales to include in the justification.

Where complex issues require multiple groups to collaborate (eg RevRec, Tax, Legal, OFD) the deal
manager will facilitate internal discussions amongst functional stakeholders in effort to reach practical
business solutions. The deal manager will provide to stakeholders any contract documents necessary for a
thorough evaluation of issues.


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.


The Deal Manager must strive to minimize cycle time by eliminating additional process that would not add
substantial value.

Qualifications
Excellent proficiency in written and spoken English; must also be fluent in local language if
applicable
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