Skills:

• Ability to manage both direct reports and virtual teams;
• High level of understanding of Oracle internal business procedures (contracting process, business practices, pricing) and ability to communicate to others;
• Ability to train individuals to apply general business strategy, financial and legal risk analysis to Oracle business;
• Strong organizational skills and ability to manage change;
• Negotiation skills and ability to coach others in developing negotiation skills;
• Ability to manage multiple projects concurrently;
• Ability to manage and balance high volume and complex transactions across a team;
• Proactive approach and creativity applied to continuous improvement;
• Public Cloud business experience;
• Experience interacting and presenting to senior level executives.
• Ability to train individuals to apply general business strategy, financial and legal risk analysis to Oracle business.
• Ability to communicate Oracle position on transactions both internally (Sales) and externally (customer)
• Proficiency with MSOffice (i.e. PowerPoint, Excel, and Word). Knowledge of developing reporting using Oracle Analytics.

Background

• Prior management experience and demonstrated ability to lead;
• Experience approving Oracle transactions and working with Sales teams;
• Experience working with multiple Oracle teams;
• 10 plus years of relevant business experience;
• Advanced degree (Legal or MBA) highly desirable.
• Public Sector experience (US, State and Local, Canadian, or US and Canadian Federal government) Experience preferred, but not required.
• Experience working with indirect sales model is preferred, but not required. (Resell, Alliances and channels).

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Lead the Tier 1 / Deal Strategy Public Sector Team by collaborating with senior sales management, providing expert guidance, and ensuring deals align with Oracle's strategic objectives, corporate governance, and customer value goals. Manage an organization of approximately 35 people responsible for internal deal structuring, business practices, deal approvals, risk assessment, customer negotiations, customer education, sales training, concessions management, and continuous evolution of the organization. Partner across Sales, Legal, Finance, the Office of the CEO, and other internal organizations to improve business processes, develop policies, and drive revenue growth, cloud adoption, and customer satisfaction.

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Disclaimer:

Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

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

US: Hiring Range in USD from: $126,200 to $264,100 per annum. May be eligible for bonus, equity, and compensation deferral.


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.

Career Level - M4

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This individual will manage a team covering all aspects of the Tier 1 role, both Business Practices Sales Advisory and Complex Transaction Customer Facing roles. The Director must be able to advise a Tier 1 team in structuring, advising and approving transactions across multiple lines of business for all customers and manage high volumes of transactions, potentially across multiple lines of business. The Director must be proactive, anticipating issues and developing timely solutions. Expected territories to be managed will be US and Canadian Public sector.

The Director will be responsible for:

• Hiring, coaching and developing individuals to handle increasingly complex transactions and/or high volume of transactions potentially for multiple lines of business;
• Providing a consistent level of service for North America Sales in managing processes and application of policies in the deal process;
• Providing coaching and point of escalation for team members involved in customer facing negotiations and customer objection handling;
• Establishing KPI’s and goals for team members and evaluate their performance;
• Identifying, preparing and delivering training for Tier 1, Sales and other internal groups supporting Oracle’s deal processes;
• Proactively seeking out opportunities to improve Oracle’s business processes and policies around delivery of contracts and agreements and being responsible for execution of changes;
• Liaison with other Oracle groups to assist in improving deal velocity.
• Working closely and developing relationships with other supporting functions at multiple levels in legal, deal desk, Office of the CEO and finance, development and hosting operations.
• Potentially managing teams that cover Multiple lines of business within Oracle.