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Job Description

This position is within Customer Success Services (CSS) within the Global CSS Sales Operations organization.

This position is responsible for providing support to CSS Sales teams on complex deals requiring contract negotiations with a primary focus on best positioning Oracle, ensuring commercial risks are identified and mitigated, crafting negotiating positions, customer facing negotiations, drafting contract language to close deals in compliance with Oracle business and commercial practices.

Responsibilities

• Opportunity Qualification - Participate in the qualification of sales opportunities to understand the commercial viability of the specific customer requests (i.e. SLAs, non-standard pricing, etc.)

• Deal Strategy - Provide commercial support for large, non-standard, unique or strategic deals; working closely with the sales team to structure the commercial proposition to close viable, risk aware large and complex deals.

• Financial Selling and Positioning – Review with Sales team competitors, customer’s internal sponsor, evaluate competitive price range and target win price. Work with Sales and/or customer to gather information from customer for TCO/ROI analysis. Prepare TCO/ROI analysis and assist Sales with positioning pricing with customer. Working with Solution Manager evaluate solution options to achieve winning price. Assist Sales team and customer CIO on positioning with CFO/CEO.

• Complex Pricing – Obtain Bill of Materials from Solution Manager and calculate solution price. Review pricing elements: labor, hardware, governance, supplement services and adjustments to contingency & inflation (if necessary) to achieve target price.

• Scope Development - Once project technical requirements have been determined, review scope statements and ensure tasks, assumptions, dependencies & exclusions are properly reflected in pricing and contract terms.

• Proposal Support – Manage responses to a variety of RFXs. Analyze evaluation criteria and prepare proposal preparation instructions. Contribute to and/or write executive summaries and manage the proposal submission schedule, review and edit cycles. Review final proposal for compliance and responsiveness. Coordinate the final assembly and delivery of proposal.

• Negotiate Customer Agreements - Provide guidance / leadership during customer negotiations (as required) to identify options/alternatives to proposed contract structure and produce win/win solutions to reduce negotiation time and expedite contract execution.

• Contract Language/Structure – Review customer contracts / amendments and advise or assist in developing contract language; working with Legal/Deal Management teams to leverage standard options or draft non-standard language as required.

• Revenue Recognition Implications - Assess the impact of product customizations, SLAs, Penalties, Future Credits, etc. on potential revenue recognition implications and provide information / analysis to RevRec to structure a deal in line with required business practices.

• Internal Contract Reviews - Facilitate interactions with Approvers, RevRec, GRM & Deal Management on large and/or strategic deals to ensure Oracle contractual obligations are properly vetted & ultimately fulfilled. This may require facilitating an Initial Bid Review with stakeholders early in the sales process.

• Contracting Approvals - Advise CSS Sales on required approval levels and assist in developing business justifications for issues/requests. As needed, facilitate conversations with HQAPP/ Legal for conceptual approvals and advise approvers of the pros/cons/risks associated with proposed contract/pricing terms.

• Pipeline Management - Work with key stakeholders in Sales to identify and maintain a pipeline of deals to support during the quarter.

• Knowledge Sharing & Best Practices - Provide general advice and guidance, education and training, to the CSS community in the areas of commercial management, business practices and commercial risk management as requested.

• Build Relationships - Develop sound business relationships with CSS Sales, key customers and internal stakeholders.

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.

Disclaimer:

Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer