Oracle Deal Strategy Specialist

 T1 SA will be required to perform financial and business analysis to support the pricing and terms being proposed for approval by Oracle and presentation to the customer.  T1 SA will develop negotiation strategies with Sales, and manage the coordination of complex transactions across the Oracle eco-system.  The T1 SA is customer facing, assisting Sales in helping a customer in the understand of Oracle's contractual terms and positions and in helping Sales find compromises acceptable to Oracle to assist meeting the customer's needs.  The T1 SA will approve transactions on behalf of North America Senior Sales Management based on strategic direction. The T1SA should be prepared to provide on-going training for Sales in the areas of internal Deal Management, Oracle Policy, articulation of Oracle's business position and Strategic Pricing.   T1 SA will actively participate in customer negotiations together with Legal, support Sales as needed. Team members can expect to work with high volume activity and on multiple transactions concurrently

Requires knowledge of Oracle internal business procedures (contracting process, business practices) and a good understanding of general business strategy, finance and legal issues, with an ability to manage overall direction and coordination of complex deals that meet customers' needs and Oracle's business, risk and financial goals.    High level, creative and proactive thinking, ability to manage virtual teams, review and develop financial analysis, ability to negotiate are required skills.  Must be able to work with customers.  Ability to manage change, experience with License sales and Cloud sales at Oracle and ability to present to senior executives, both internal and external preferred.   Need for highly developed communication skills both written and oral. 5 plus years of relevant business experience desired.  Advanced degree (Legal, Accounting or MBA) highly desirable.

 

 

Career Level - IC4

•   Provide deal strategy, structuring, financial analysis, monetization of terms, review of business terms and Oracle business policy advice to sales in a broadly assigned territory in an effort to improve current and future revenue and remain within an acceptable risk profile for Oracle;
•   Be responsible for ensuring non-standard requests received from Sales are communicated clearly, accurately and adequate justification is provided in the Deal Approval System or other approval forum;
•   Approve non-standard terms on behalf of North America Sales Executive Vice President;
•   Handle customer issues of complex non-standard terms to  required teams within Oracle and and Office of the CEO;
•   Provide project management for transactions across Oracle’s Opportunity to Order process flow;
•   Ensure Sales follows required steps in deal process in a timely manner and work to advance transactions as needed
•   Understand operational risk and maintain alliances with different groups who are required to review and comment on risk associated with non-standard deal terms in order to advise Sales;
•   Develop and deliver communications, facilitation and training to Sales in policies and standard methodologies deal process management and Strategic Pricing;
•   Discuss and explain Oracle’s agreements, policies and processes to customers at Sales’ request;
•   Assist Deal Management and Sales in understand customers’ non-standard requirements and ability to think creatively and design solutions to address customers' needs and timing;
•   Identify and implement changes to improve process for Customer Contracting experience;
•   Work on project teams who are improving process flow and deal velocity across Oracle;
•   Assist in or lead discussions and negotiations with customers or preparing Sales for negotiations with customer.
•   Understanding of competitor standard contracts. 
•   Ability to use Customer Success Platform to understand customer history and potential concerns raised in prior transactions
•   Understand system limitations and workarounds that impact deal structures and quotes
•   Understanding of customer business challenges & regulatory, industry factors

 

#LI-Remote

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $87,000 to $178,100 per annum. May be eligible for bonus and equity.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

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