Senior Manager – Deal Management manages Deal Management Services in a certain geography & is responsible for high quality service in that geography. He/ She is responsible for a team of Deal Managers operating in different countries.
Leads and manages the contracting process end-to-end for strategic, complex transactions that meet regional criteria requiring Deal Manager involvement.
Sets the overall direction for his/her assigned managed deal (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.
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).
He/She may work in a multicultural 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.
Duties and Responsibilities:
Drive the Deal Management’s Philosophy of Agility, Best Customer Experience & Culture of Innovation
Provide a quality Contracting service to Oracle Sales through highly skilled and motivated Deal Management workforce
Ensures that the Contracting service complies with the documented process including conformance with Oracle commercial policies and procedures
Ensure Contracting service is delivered to the highest levels of customer/stakeholder satisfaction.
Interface/liaise with regional sales management ensuring alignment to their business goals
Responsible for continual improvement of the service offered
Manages exceptions and escalations to Deal Management operation, handling customer expectation and satisfaction.
Takes actions to solve complaints and identifies need for corrective/preventative action
Complies with Oracle's policies at all times
Focuses on customers/stakeholders quality expectations. Identifies customer dissatisfaction issues/factors and drives resolution.
Present the Quote and Contracting operation and business case / value proposition to Oracle's management and customers as required
Ensure a smooth working relationship with other regions and assists them in meeting goals when required.
Works with peers and the Process Management team / GPO's to improve and streamline processes.
Owns and drives regional or global projects as required.
Act as signatory on commercial contracts as defined in the signing authority
Experience & Skills:
Require a minimum of 4 years management experience in IT industry, preferably in Asia.
Ability to work in a multi – cultural environment
Displays a good understanding of Oracle technology, Cloud and services capability and structure
Stays open and honest with customer and colleagues at all times, honoring promises and commitments
Identifies how to improve how things are being done and acts before being asked
Makes decisions based on accurate information and priorities that balances the interests of the customer and Oracle
Fluent in English, Mandarin and/ or Bahasa skills are an advantage
Ability to take decisions regarding operational and process areas in the widest sense.
Ability to work with no day-to-day guidance and make all decisions impacting the operation of the Quote and contracts
Demonstrates Tolerance for Ambiguity
Educated to Degree level or with suitable higher level education or industry experience in technology