Director, Deal Management & Program Strategy

About the role

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.

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.
• Lead and orchestrate stakeholders across organizations to build alignment and deliver measurable business outcomes.
• Build workstreams, milestones, and execution plans that align customer commitments with Oracle business goals.
• Provide program and project leadership across complex global initiatives involving process, technology, operations, and customer requirements.
• 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.

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.