Laura Dunga

The Oracle Restaurants Global Business Unit is focused on providing technology solutions for the food and beverage industry, including point-of-sale systems, restaurant analytics, and Payments solutions.

• Support tactical and strategic go-to market efforts
• Partner and advisor to the FBGIU leadership team and global sales organization providing business practices and operations advice to help accelerate the business
• Initiate and lead process improvement projects to increase sales productivity and improve operational efficiency across the organization. Connect with greater Oracle and with various teams within the FBGIU to gain consensus on issues
• Maximize expertize for FBGIU employees within the Oracle’s operating framework
• Review and approve License, Cloud, Hardware and Consulting transactions as Tier 1 for the FBGIU
• Monitor projected forecast deals, work with sales management on business priorities and challenges

The GIU Tier 1 approvals team focused on global industry units (GIU) Tier 1 approvals, improving GIU processes, and applying consistent transaction standards across the GIUs.

• Applying and upholding Oracle’s consistent and rigorous business practices.
• Balance account team and customer objectives with Oracle’s risk tolerance and business practices.
• Review and approve software license, consulting services, cloud, and hardware transactions submitted by sales teams for internal approval on behalf of the Executive Vice President, Global Business Units while delivering exceptional service levels and review turnaround times
• Work with operations teams in the GIUs to adhere to a standard process for approval submissions and a consistently high quality of executive summary requests
• Proactively engage with and coach GIU field teams to develop optimal deal structures that minimize non standard requests, control risk, and maximize revenue and margins
• Assist GIU operations teams when interacting with other corporate areas such as Rev Rec, Deal Management, Legal, etc.
• Assist with reviewing sales operations processes to identify and implement enhancements.
• Support field enablement efforts related to business practices, working with HQApp, Deal Management and Legal.

· Partner and advisor to the CEGBU leadership team and global sales organization providing business practices and operations advice to help accelerate the business

· Review and approve License and Cloud transactions as Tier 3 for the CEGBU

· Monitor projected forecast deals, work with sales management on business priorities and challenges

· Initiate and lead process improvement projects to increase sales productivity and improve operational efficiency across the organization

· Track and manage day-to-day operations of a team of Business Practices analysts within the CEGBU

· Manage work prioritization and delivery based on business needs

· Ensure high quality delivery under deadlines

· Own team’s hiring, performance and development through performance metrics, training, feedback and coaching on an ongoing basis

· Assist and train CEGBU Business Practices team to adhere to a standard process for approval submissions and a consistently high quality of approval requests

CEGBU delivers project management solutions that help Oracle customers plan, build and operate critical assets.

· Act as partner and advisor to the CEGBU leadership team and global sales organization. Review and approve License and Cloud transactions submitted by sales teams for internal approval. Monitor sales projected forecast deals, work with sales management on business priorities and challenges

· 6 years Business Practices and operations experience managing the business, opportunity structuring and approval workflow for the APAC, Europe, Middle East and LAD regions in the CEGBU

· Support and enable the efficient processing and management of complex Cloud and License transactions as they progress through the stages of the end to end sales cycle

· Enable sales teams to make sound business decisions that protect Oracle’s interest, facilitate revenue and help meet GBU and Oracle objectives. Advise sales on optimal deal structure to minimize non-standard requests that expose Oracle to bad precedents. Empower sales to identify and address customer pain points and maximize revenue and profitability margins

· Develop, communicate and train the organization on Oracle Global Business Practices and processes. Review operations processes to identify and proactively implement enhancements. Sharing knowledge and expertise and promote best practices for submitting approvals

· Experience working with legal documents and complex contractual language, contract drafting and negotiation (complex ETR on Legacy Agreements, RFP reviews and approvals, ULA and ELA negotiations, complex Master Agreement negotiations) coordinating with other Oracle experts and teams to ensure successful transactions

· Proficient in Oracle’s pricing policies and products and Revenue Recognition policies. Experience engaging with Product strategy, development and Cloud Operations teams in an effort to align the current design and strategy of products with the business practices and approvals

· Taking the lead and facilitate communication with other Oracle corporate areas such as Finance, Deal Management, Legal, Consulting team, Credit and Collections, Rev Rec, Migrations and various other supporting functions (PTC, GSCO, Sales Help, Renewals, Territory Planning, Provisioning, Compensation, Booking) in an effort to ensure accurate and timely transaction processing. Interact at all organization and management levels

· Support the CEGBU through the Operational Integration of Aconex in Oracle by helping onboard Aconex teams, providing training and integrating business practices processes. Gained deep industry and Aconex business knowledge including Professional Services and Consulting activities insight. Advisor for Legal, Deal Management, Credit & Collections and Rev Rec teams pre and post OI on complex Aconex matters. Provide continuous support to the organization post OI to ensure smooth transition and identify areas that need improvement. Worked on very complex Aconex deals pre OI and coordinated offline Executive Summary business approvals

· Support new application roll outs with over 10 years experience working with Oracle tools and systems

· Recruiting, onboarding and training of new hires in the CEGBU Operations team

· Knowledge expert and point of contact in all Cloud processes and systems. Work with Oracle experts to address potential blind spots in Oracle Cloud policies. Recognized authority in Cloud business practices matters, providing creative ideas and approaches to complex business transactions

Projects Coordinated

Host Enablement Sessions & virtual Training Sessions for the CEGBU global teams

Partnered with Regional CEGBU sales directors to participate in Enablement events with in class training sessions for the sales teams to provide insight on approval processes, contracting, Rev Rec rules and deal structuring practices. In charge of hosting and coordinating quarterly virtual sessions with CEGBU sales teams, identify potential need for approvals systems and processes training

Contracting and Legal Training for new Oracle Acquisition Aconex

Partnered with Legal director and Legal team in Germany to assist with the integration of Aconex through series of contracting and legal session for the Aconex Germany Sales team. Developed training sessions focused on the approval process within Oracle.

Oracle Primavera Cloud Solutions Partners Resell Overview Publication and Live Sessions

Developed and presented training sessions meant to inform Oracle Partners and the Oracle Primavera Partner Enablement Community about the Primavera Cloud Offerings and enable them to obtain certification/understand the benefits of reselling Cloud Services.

Oracle CEGBU OPN Low Cost Demo Environment Program working with Sr Manager, A&C Business Operations, CEGBU Channel Sales Director and VP Global Sales Consulting on the latest OPN low cost Demo Environment Program for CEGBU Partners.

Aconex RFP process workflow, RFx Roles and Responsibilities . Worked with Shared Service Centre Director for EMEA Deal Management, M&A DM Integration Lead, Business Engineering, Bid managers and DM on the RFXs process for Aconex pre OI and EMEA RFP process.

Recognitions : FY17 Difference Maker. Award granted to the individual within CEGBU who made a positive impact on the business for FY17. This individual achieved results by going beyond their daily activities, having a great attitude and taking ownership.

Drafting complex contracts and revise appropriate contracts wording for Cloud and License transactions

Elaborate and provide training sessions to other LOBs

Guide sales team on structuring complex transactions

Reporting Specialist - EMEA Deal Management SSC Operations

Providing reports and diagnosis based on the activity of the Deal Management center which helped improvement plans. Create Productivity, Quality and Headcount reports for EMEA Deal Management. Preparing technical presentations with the weekly evolution for both the Services and License Departments in Oracle in order to provide a perspective for business decisions on different levels of the organization. Perform detailed data analysis, validation and identify data quality issues using Oracle's reporting tools and dynamic dashboards

Recognitions: Q2 FY15 Employee Recognition Awards Out of the Box Award issued by EMEA Deal Management SSC Operations

Delivery high complexity License Migrations. Participated in the deployment of the Global Migration Application web-based tool currently used in Oracle to perform all migrations

Project based Internship working on a fixed assets reconstruction project for a mobile network operator in the telecom industry