Senior Manager Customer Deal Desk

2 weeks ago

North Ryde, New South Wales, Australia Cerner Full time

Job Description

The Senior Manager - Customer Deal Desk leads a team of Customer Deal Desk Managers who are responsible for the end-to-end contracting process for the largest and most complex or strategic deals in the region. They use their commercial and contractual expertise and knowledge of Oracle policies and processes to place these deals in the best position of closing, and achieving the right outcome for both Oracle and our customers. They are an expert at stakeholder management, tracking multiple threads of activities, and are comfortable using their influencing and communication skills to get everyone on the same page and working collaboratively towards the deal close plan. As the deals we work on are often groundbreaking and the first of their kind in the region, the Senior Manager – Customer Deal Desk is comfortable working in unknown territory, and coming up with workable solutions to new problems never before encountered.

Career Level - M3

Responsibilities

  • Manage a team of 4 Direct Reports, and provide leadership and guidance to the wider Customer Deal Desk organisation.
  • Provide dedicated support and lead the virtual deal team for assigned deal(s), 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, & 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.
  • Know 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.
  • Lead objection handling activities for assigned deal(s), 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, and provide 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 deal(s).
  • 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.

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