Senior Principal Commercial Cloud Deal & Contracts Manager

Role overview

This senior individual-contributor position focuses on orchestrating Oracle Cloud Infrastructure’s most complex specialized cloud deals while also managing contracts and obligations after signature. The role requires strong commercial judgment, sharp execution, and the ability to coordinate across sales, legal, finance, security, privacy, compliance, product, and delivery teams. The work is split between deal management and contracts/obligations management, with an emphasis on speed, governance, customer confidence, and risk-aware growth.

Deal management

• Lead the end-to-end coordination of high-complexity OCI opportunities, covering deal strategy, approvals, contract completion, and readiness for post-signature execution.
• Shape the commercial structure, including pricing approach, discounting, payment timing, order form details, marketplace or private-offer paths, and exception handling.
• Prepare short executive-facing decision documents that outline economics, customer outcomes, risks, outstanding issues, approval requirements, and recommended next steps.
• Run cross-functional reviews with Sales, Legal, Finance, Revenue Recognition, Revenue Operations, Product, Security, Privacy, Compliance, Customer Success, and Delivery.
• Build repeatable deal governance through intake rules, approval frameworks, escalation paths, operating cadences, reporting, and reusable playbooks.
• Use data analysis to uncover bottlenecks, cycle-time drivers, approval patterns, common exceptions, renewal or amendment trends, and opportunities to improve quote-to-close performance.

Contracts and obligations management

• Review complex customer agreements covering security, compliance, privacy, cloud operations, dedicated cloud delivery, service commitments, support terms, and customer-specific obligations.
• Convert negotiated language into practical business and technical requirements, then align responsible owners on feasibility, delivery readiness, and ongoing governance.
• Work with Legal and senior stakeholders to draft or refine commercial and operational language that is clear, workable, and aligned to Oracle’s risk position.
• Identify privacy, security, compliance, revenue, delivery, and operational risks early, and drive resolution with the appropriate executive and functional owners.
• Improve obligation tracking, auditability, reporting, and handoff processes so customer commitments remain visible and manageable after contract execution.

Success measures

• Strategic cloud deals progress faster because risks, approvals, economics, and commitments are surfaced earlier.
• Leaders and cross-functional partners gain clear visibility into blockers, decision points, obligation themes, and repeatable patterns.
• Customer commitments are written, approved, and handed off in a way that delivery, security, privacy, compliance, and operations teams can execute confidently.
• The team becomes more scalable through stronger governance, better reporting, reusable playbooks, and tighter deal and obligations discipline.

Candidate profile

The ideal hire is commercially strong, composed in high-pressure situations, and energized by solving complex cloud deal challenges. This person should bring senior-level judgment, concise communication, and a mindset for building systems that make future work more efficient.

About Oracle

Oracle combines data, infrastructure, applications, and expertise to support innovation across industries, including life-saving care. With AI built into its products and services, the company aims to help customers create a better future. Oracle also promotes flexible medical, life insurance, and retirement benefits, supports volunteerism, and is committed to inclusion, accessibility, and equal employment opportunity.

Additional information

Career level: IC5.

Oracle provides accessibility assistance or accommodation for candidates with disabilities during the hiring process. Requests can be made by email at accommodation-request_mb@oracle.com or by phone at 1-888-404-2494 in the United States.

Oracle is an Equal Employment Opportunity employer. All qualified applicants are considered without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, veteran status, or other protected characteristics, and qualified applicants with arrest and conviction records will be considered where allowed by law.