Senior Manager Customer Deal Desk

3 weeks ago

North Ryde, New South Wales, Australia Cerner Full time
Senior Manager Customer Deal Desk Job Description

The Senior Manager - Customer Deal Desk is a key role within our organization, responsible for leading a team of Customer Deal Desk Managers in the end-to-end contracting process for the largest and most complex deals in the region.

Key Responsibilities:
  • Manage a team of 4 Direct Reports and provide leadership and guidance to the wider Customer Deal Desk organization.
  • Provide dedicated support and lead the virtual deal team for assigned deals, hosting regular cadence calls, project managing tasks/actions, and leading the deal to a successful conclusion.
  • Work proactively with Sales and functional stakeholders to develop a realistic close plan, including identifying key milestones, anticipating potential issues, and identifying resolutions.
  • Weekly management reporting on deal status, real-time visibility into deal plans, issues, and sales participation.
  • Provide advice to Sales by identifying applicable Oracle policies as they relate to specific contract terms, advising Sales on the appropriate contract terminology for the deal.
  • Articulate to Sales the rationale behind Oracle policy and contract terms to assist them with Customer negotiations, knowing when to defer to functional stakeholders during Customer negotiations.
  • Advise Sales on the appropriate terminology to include in approval requests to ensure that the contract term requests are clear and unambiguous, allowing Oracle approvers to make informed decisions and the drafting team to successfully and efficiently draft the final contract.
  • Lead objection handling activities for assigned deals, including review and responding to complex Master Agreements, customer redlines, and issues lists.
  • Facilitate internal discussions amongst functional stakeholders to reach practical business solutions to complex contracting issues, providing such functional stakeholders with any contract documents necessary to ensure a thorough evaluation of issues.
  • Collaborate with and provide guidance to the drafters responsible for drafting the deals.
  • Complex deal drafting under the guidance of legal where terms go outside the usual playbook.
  • Complete final review of the contract documents to ensure that all contract terms have been appropriately approved by Oracle and the contract reflects all negotiated commitments before releasing the contract to Sales.
  • Proactively manage the Deal Plan, facilitating involvement and commitment from all parties until the contracting process has concluded.

The ideal candidate will possess excellent leadership and communication skills, with the ability to work effectively in a fast-paced environment. They will be a strategic thinker, able to develop and implement effective solutions to complex problems. If you are a motivated and results-driven individual looking for a challenging role, please apply.

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