Manager, ONA Deal Strategy - Proposals

The Business Proposal Manager plays a key role in positioning Oracle for targeted business opportunities by leading proposal strategy, planning, development, and production for formal, competitive solicitations from clients and prospects.

This position manages the resources, processes, and systems required to deliver compliant, compelling, and high-quality written responses. The Business Proposal Manager typically leads Business Proposal Representatives and Proposal Managers, ensuring the team is aligned to Oracle’s business objectives, proposal governance standards, and sales priorities.

The Business Proposal Manager must possess broad knowledge of Oracle’s organization, solutions, sales processes, and proposal best practices. This role works closely with cross-functional teams to ensure effective communication, alignment, and execution throughout the proposal lifecycle. The Business Proposal Manager may interact with senior executives, sales leadership, business partners, and external stakeholders regarding proposal strategy, pursuit planning, win themes, and competitive positioning.

This role is also responsible for assessing proposal-related business results, identifying opportunities to improve team performance, and developing new approaches to increase Oracle’s return on investment in proposal activities.
 

Responsibilities

 

The Business Proposal Manager will:

• Lead, manage, and develop a highly skilled team of proposal management professionals. 

• Develop and implement plans within the proposal team to support organizational policy and meet business objectives. 

• Assign Proposal Managers and proposal resources to specific pursuit efforts based on complexity, priority, and team capacity. 

• Step in to directly manage proposals when team bandwidth or business priorities require additional leadership support. 

• Interface with senior sales leadership and cross-functional stakeholders to support strategic proposal efforts. 

• Support all aspects of proposal capture planning, preparation, management, and production. 

• Lead or support Red Team reviews, win theme development, compliance reviews, and Executive Summary development. 

• Maintain and utilize automated proposal management, collaboration, and reporting tools. 

• Monitor proposal team workload, quality of work, and adherence to established processes. 

• Provide proposal process training, mentoring, and coaching to team members and sales stakeholders. 

• Recruit, select, coach, and develop proposal management staff. 

• Direct employee performance management, professional development, and succession planning. 

• Manage team budget, expenses, and operational priorities. 

• Support organizational growth and development aligned with strategic goals and objectives. 

• Identify process improvements that increase proposal quality, efficiency, compliance, and win probability. 

• Ensure proposal policies, templates, tools, and best practices are consistently used across the proposal and sales organizations. 

Requirements:

• Proven experience leading successful proposal development efforts, including Federal Government, State and Local Government, and Commercial opportunities. 

• Demonstrated experience managing proposal teams and proposal professionals. 

• Strong understanding of proposal lifecycle management, capture planning, compliance, production, and submission processes. 

• Proven ability to lead Red Team reviews and provide actionable proposal improvement guidance. 

• Experience developing win themes, Executive Summaries, compliance matrices, and compelling proposal narratives. 

• Exceptional writing, editing, proofreading, and messaging skills. 

• Strong project management, organizational, and deadline-management abilities. 

• Excellent