We are seeking an exceptional Director of Deal Management & Program Strategy to join the OCI Dedicated Cloud Enablement organization. This high-impact leadership role sits at the intersection of Sales, Finance, Product, Engineering, Operations, and Legal, helping shape and govern Oracle’s most strategic and complex cloud opportunities.
This role goes beyond traditional program management. The successful candidate will serve as a trusted advisor and commercial leader, helping evaluate, structure, and govern large-scale customer opportunities while balancing customer requirements, operational feasibility, profitability, and long-term business objectives. The ideal candidate possesses deep experience in deal management, commercial strategy, cloud business operations, and executive stakeholder management.
This highly visible role requires strong business judgment, executive presence, and the ability to navigate complex tradeoffs involving pricing, margins, capacity planning, contractual commitments, delivery models, and non-standard customer requests. The successful candidate will influence critical business decisions while driving execution across cross-functional organizations.
Internal Responsibilities
Qualifications
10+ years of leadership experience in deal management, business operations, commercial strategy, sales operations, program management, or related functions.
Experience leading high-performing teams in cloud, technology, infrastructure, or enterprise software environments.
Deep understanding of cloud commercial models, pricing strategies, margin drivers, deal economics, and business case development.
Proven experience evaluating and negotiating complex, non-standard commercial arrangements and customer-specific exceptions.
Strong understanding of contract structures, commercial terms, financial impacts, and risk management principles.
Direct experience working with executive leaders across Sales, Finance, Product, Engineering, Operations, and Legal organizations.
Exceptional business judgment with the ability to assess operational, financial, customer, and strategic tradeoffs.
Demonstrated ability to influence executive decision-making through data-driven analysis and executive-level communications.
Strong analytical, organizational, verbal, and written communication skills.
Ability to manage multiple competing priorities in a fast-paced and rapidly evolving environment.
Key Responsibilities
Lead commercial review and governance activities for strategic OCI Dedicated Cloud opportunities.
Evaluate non-standard customer requests, commercial exceptions, and bespoke delivery models by assessing financial, operational, and strategic impacts.
Partner with Sales, Finance, Product, Engineering, Operations, and Legal teams to develop scalable commercial solutions that balance customer success with Oracle profitability.
Provide executive-level recommendations on pricing, margin implications, contractual commitments, capacity planning, delivery feasibility, and risk mitigation.
Develop business cases and executive presentations that clearly communicate deal economics, tradeoffs, risks, and recommended actions.
Drive cross-functional decision-making for high-value opportunities by identifying dependencies, constraints, and long-term business implications.
Establish and evolve governance frameworks for exception management, ensuring consistency, accountability, and data-driven decision-making.
Lead and mentor a team while aligning ownership areas to support organizational priorities and business objectives.
Provide program and project leadership across complex global initiatives involving process, technology, operations, and customer requirements.
Influence, activate, and orchestrate stakeholders across organizations to build alignment and deliver measurable business outcomes.
Develop workstreams, milestones, and execution plans that align customer commitments with Oracle business goals.
Build trusted relationships with executive stakeholders and ensure transparent communication of progress, risks, and performance.
Identify opportunities to simplify business processes, improve operating models, and enhance organizational effectiveness.
Track strategic priorities, commitments, and business metrics to provide actionable insights and improve decision quality.
External Responsibilities
Qualifications
10+ years of leadership experience in deal management, business operations, commercial strategy, sales operations, program management, or related functions.
Experience leading high-performing teams in cloud, technology, infrastructure, or enterprise software environments.
Deep understanding of cloud commercial models, pricing strategies, margin drivers, deal economics, and business case development.
Proven experience evaluating and negotiating complex, non-standard commercial arrangements and customer-specific exceptions.
Strong understanding of contract structures, commercial terms, financial impacts, and risk management principles.
Direct experience working with executive leaders across Sales, Finance, Product, Engineering, Operations, and Legal organizations.
Exceptional business judgment with the ability to assess operational, financial, customer, and strategic tradeoffs.
Demonstrated ability to influence executive decision-making through data-driven analysis and executive-level communications.
Strong analytical, organizational, verbal, and written communication skills.
Ability to manage multiple competing priorities in a fast-paced and rapidly evolving environment.
Key Responsibilities
Lead commercial review and governance activities for strategic OCI Dedicated Cloud opportunities.
Evaluate non-standard customer requests, commercial exceptions, and bespoke delivery models by assessing financial, operational, and strategic impacts.
Partner with Sales, Finance, Product, Engineering, Operations, and Legal teams to develop scalable commercial solutions that balance customer success with Oracle profitability.
Provide executive-level recommendations on pricing, margin implications, contractual commitments, capacity planning, delivery feasibility, and risk mitigation.
Develop business cases and executive presentations that clearly communicate deal economics, tradeoffs, risks, and recommended actions.
Drive cross-functional decision-making for high-value opportunities by identifying dependencies, constraints, and long-term business implications.
Establish and evolve governance frameworks for exception management, ensuring consistency, accountability, and data-driven decision-making.
Lead and mentor a team while aligning ownership areas to support organizational priorities and business objectives.
Provide program and project leadership across complex global initiatives involving process, technology, operations, and customer requirements.
Influence, activate, and orchestrate stakeholders across organizations to build alignment and deliver measurable business outcomes.
Develop workstreams, milestones, and execution plans that align customer commitments with Oracle business goals.
Build trusted relationships with executive stakeholders and ensure transparent communication of progress, risks, and performance.
Identify opportunities to simplify business processes, improve operating models, and enhance organizational effectiveness.
Track strategic priorities, commitments, and business metrics to provide actionable insights and improve decision quality.
