Strategic Account Manager - Operations
October 19, 2016
Position Type:
Full Time
Business Development, Finance, General Business, General Labor/Skilled Trades, Management
Department Description:
The Global Business Unit (GBU) organization offers industry-specific solutions that run the essential operations of a company. Examples of essential operational applications include revenue operations, product or service operations, and field operations. The GBU offerings differ from Oracle's Business Applications (CRM, ERP, and SCM) and Fusion Applications, which focus on common business functions across all industries. Given the industry-specific nature of these offerings, Oracle has made the GBU a dedicated organization that develops, sells, and services the essential operational solutions.

General Description:
This role will be part of a team focused on Global Operations for Hospitality Global Business Unit Strategic accounts. The individual will be responsible for providing overall operational guidance to Global Account Managers (GAMs) on strategic accounts. This include but is not limited to: Working with GAM to identify solutions for problems preventing business continuity, advising GAM on best practices for DAS submissions, working with Approvers and Global Business Practices to achieve approval on proposed solutions. The individual will also focus on resolving issues arising from acquired legacy contracts and improving GBU processes, applying consistent transaction standards across all lines of business and leading the Cloud Conversion initiative within the HGBU.

The role will be global in nature, supporting sales teams in all countries where the GBU has a presence. This role is important in applying and upholding Oracle's consistent and rigorous business practices. Top candidates will have expertise in Oracle's Global Business Practices, an understanding of Oracle's GBU strategy and vision (both collectively and for each individual GBU), and an ability to balance account team and customer objectives with Oracle's risk tolerance and business practices.

    Review and approve software license, hardware, consulting services, Software as a Service (SaaS), and hosting transactions submitted by sales teams for internal Tier 2 approval on behalf of the Senior Vice President, Global Business Units.
    Deliver exceptional service levels and review turnaround times
    Work with operations teams in the GBUs to adhere to a standard process for approval submissions and a consistently high quality of executive summary requests
    Proactively engage with and coach GBU field teams to develop optimal deal structures that minimize non standard requests, control risk, and maximize revenue and margins
    Guide GBU operations teams when interacting with other corporate areas such as RevRec, Deal Management, Business Practices, Legal, Risk Management, etc.
    Participate with sales and other Oracle groups (e.g., Legal) on customer calls to help deliver Oracle business positions and associated rationale to customers
    Review sales operations processes to identify and implement enhancements
    Support field enablement efforts related to business practices, working with Deal Management, Tier 1 and Legal, etc.
    Each team member will be mapped to specific territory defined by type of business, or by geography, but will be expected to assist other team members as necessary.
The global role will be hands on at times, and the applicant should assume that they will be customer facing on occasion. Applicants should feel comfortable defending decisions and be able to justify position by explaining the controlling business principles and reasons behind such principles.

Qualifications / Experience:
Top candidates must speak fluent English and will show a deep understanding of Oracle's business practices and business approval processes including contractual language and business terms specific to the software and technology industry and be able to apply such knowledge to proposals. Furthermore, a solid grasp of Oracle revenue recognition policies is very beneficial.
Applicants should exemplify:
    Strong ethics Outstanding communication skills, both written and verbal Basic understanding of the sales process Desire to enable and empower sales teams Capacity to assess situations objectively and take strong positions when necessary Patient and cooperative personality Ability to work under pressure and tight deadlines Experience working with legal documents and complex contractual language Comfortable operating as an independent contributor, researching resolution to issues, and reporting findings to the team

Candidates with a background in Hardware, SaaS, Consulting, GBU products, Oracle Business Practices, Oracle Contracts and the Hospitality GBU (Micros) are especially desired. BA/BS degree or equivalent, advanced degree preferred (particularly J.D.)
Provides programs to improve operational efficiency, consistency, and compliance in support of the organization*s financial and tactical business objectives. Provides business practices and processes. Develops, communicates, and trains the organization on business practices and processes.

Serve as a liaison with other divisions such as Finance, Contracts, HR, Legal, Shared Services, Accounts Receivable, Purchasing, and Risk Management in an effort to ensure accurate and timely transaction processing. Collect, input, verify, correct, and analyze data to measure key performance indicator actual versus business objectives. Provide updates to management regarding budget to actual, informing them of deviations and opportunities. Provide management with economic impact and compliance issues surrounding key business decisions and/or deals. Communicate Oracle Business Practices to the organization and monitor process and approvals for full compliance. Drive implementation of new processes and procedures.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Ability to collect, organize, and display data in spreadsheet format. Follow-through skills necessary to get information from internal and third parties and have data errors/omissions corrected. For this, relationship management skills strongly desired. Strong written and verbal communication skills. 8 plus years relevant work experience.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
A little about us:
Oracle is shifting the complexity from IT, moving it out of the enterprise by engineering hardware and software to work together—in the cloud.

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