Sales Operations Analyst 5

Complex Contract Negotiator responsible for negotiating and managing intricate, high-value professional services and managed applications services contracts. This role requires a combination of legal expertise, business acumen, and strong negotiation skills to ensure that agreements meet the needs of all parties involved, while minimizing risk and ensuring compliance with Oracle business practices and company policies.

This role will work closely with sales, solution architects, product management, legal, and risk management teams to ensure that contracts align with the company’s goals and customer requirements.

Negotiation and Drafting of Software Agreements:
Engage in discussions with customers to structure favorable terms for both the company and client Draft nonstandard contract terms to ensure favorable outcomes and mitigate risks for  complex contracts, including: 

• Professional Services Contracts 
• Cloud Service Agreements – negotiating terms related to subscription models, service-level agreements (SLAs), data privacy, and uptime guarantees.
• Partnership and Reseller Agreements 
• 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 (as needed) and assist Sales with positioning pricing with customer. Work with Solution Management, Delivery, and Sales to evaluate solution options to achieve winning price.  Assist Sales team and customer CIO on positioning with CFO/CEO (as needed).

• 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.

• Risk Management:
  Assess and manage the risk associated with contracts, including financial, operational, and legal risks. Advise stakeholders on potential risks and suggest modifications to protect the organization's interests.
• Cross-Functional Collaboration:
  Collaborate with internal teams such as Sales, Product Management, Solution Architect, and Delivery to ensure contractual terms align with product offerings, pricing models, and strategic objectives.
• Contract Management:
  Working with Sales, oversee and manage the contract lifecycle from initial drafting to negotiation and final execution. 
• Internal Guidance:
  Provide guidance to sales with understanding contract terms, including commercial, legal, and compliance considerations.

 

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: $97,500 to $199,500 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