The Opportunity
Oracle Cloud Infrastructure is growing specialized cloud programs that require rigorous commercial judgment, clear customer commitments, and confident execution across sales, legal, finance, security, privacy, compliance, product, and delivery teams. As an IC5 Senior Principal Commercial Cloud Deal & Contracts Manager, you will lead the most complex deal paths and help turn strategic customer opportunities into executable, scalable commitments.
This is a senior individual-contributor role for someone who can operate at executive altitude while staying close to the details that make cloud deals work. The role is weighted 60% deal management and 40% contracts and obligations management, with a focus on speed, governance, customer trust, and risk-aware growth.
What You Will Lead Deal Management - 60%
- Own senior-level deal orchestration for OCI's highest-complexity specialized cloud opportunities, from deal strategy through approvals, contract execution, and post-signature readiness.
- Guide commercial structure, pricing logic, discount strategy, payment schedules, order form mechanics, marketplace or private-offer motions, and exception handling.
- Create concise executive decision materials that clarify deal economics, customer outcomes, risks, open issues, approval needs, and recommended paths forward.
- Lead cross-functional deal reviews with Sales, Legal, Finance, Revenue Recognition, Revenue Operations, Product, Security, Privacy, Compliance, Customer Success, and Delivery.
- Establish scalable deal governance, including intake standards, approval matrices, escalation paths, operating rhythms, reporting, and reusable playbooks.
- Use data to identify bottlenecks, cycle-time drivers, approval trends, recurring exceptions, renewal or amendment patterns, and opportunities to improve quote-to-close execution.
Contracts and Obligations Management - 40%
- Analyze complex customer agreements for security, compliance, privacy, cloud operations, dedicated cloud delivery, service commitments, support terms, and customer-specific obligations.
- Translate negotiated language into practical business and technical requirements, then align accountable owners on feasibility, delivery readiness, and ongoing governance.
- Partner with Legal and senior stakeholders to draft or refine commercial and operational terms that are clear, executable, and aligned to Oracle's risk posture.
- Surface privacy, security, compliance, revenue, delivery, or operational risks early and lead practical resolution across the right executive and functional owners.
- Strengthen obligations tracking, auditability, reporting, and handoff mechanisms so customer commitments remain visible and actionable after signature.
What You Bring
- 10+ years of experience in deal management, contracts, commercial operations, revenue operations, legal operations, procurement, cloud operations, risk management, or equivalent work.
- Proven success leading complex enterprise technology or cloud deals, including senior stakeholder alignment, negotiation support, exception management, and executive-ready communication.
- Strong command of commercial agreements, order forms, amendments, statements of work, service terms, customer commitments, and contract-to-operations handoffs.
- Business and financial acumen to evaluate deal economics, consumption or commitment models, discounting, renewal implications, revenue recognition considerations, and downstream delivery impact.
- Ability to influence without direct authority, simplify ambiguity, make sound recommendations under pressure, and keep multiple high-value deals moving at once.
- BA/BS or equivalent practical experience; backgrounds in Business, Finance, Operations, Technology, Legal Studies, or related disciplines are especially relevant.
Preferred Cloud Deal Management Skills
- Enterprise cloud, SaaS, PaaS, IaaS, dedicated cloud, cloud infrastructure, regulated-industry, or strategic-account experience.
- Experience with deal desk, quote-to-cash, CPQ, CLM, CRM, pricing tools, contract repositories, approval workflows, and executive reporting.
- Familiarity with cloud marketplace and private-offer motions, including custom pricing, marketplace billing, payment schedules, EULA or custom legal terms, partner or reseller involvement, and renewal paths.
- Understanding of cloud commercial models such as consumption-based pricing, annual or multi-year commitments, committed-use discounts, reserved capacity, private pricing, volume discounts, and usage-based renewal risk.
- Working knowledge of cloud contract topics such as SLAs, service descriptions, security controls, data protection terms, compliance requirements, data location or sovereignty, support terms, and customer audit obligations.
- Experience building scalable mechanisms such as deal playbooks, obligation taxonomies, stakeholder RACI models, dashboards, approval matrices, and executive escalation frameworks.
How Success Will Show Up
- Strategic cloud deals move faster because risks, approvals, economics, and customer commitments are clear earlier in the cycle.
- Executives and cross-functional teams have practical visibility into blockers, decision points, obligation themes, and repeatable patterns.
- Customer commitments are drafted, accepted, and handed off in a way that delivery, security, privacy, compliance, and operations teams can execute confidently.
- The team becomes more scalable through better governance, sharper reporting, reusable playbooks, and stronger deal and obligation discipline.
The strongest candidate is commercially sharp, calm in high-stakes moments, and energized by the puzzle of complex cloud deals. They bring senior judgment, crisp communication, and a bias for building systems that make future work easier.
Career Level - IC5