Calina Lungu Email & Phone Number

Paris, Fr

Paris, Île-De-France, France

London, England, United Kingdom

Paris Area, France

EMEA Sales Operations“Chief of Staff’ to EMEA Sales Management and particularly France, and CE (DACH plus Russia) with focus on deal pursuit, sales support, sales intelligence and strategy and key initiatives for improving the Sales effectiveness and in charge of:• Sales Strategy: Set the strategy and future goals for the EMEA Sales team together with the RVP/AVPs• Sales Forecasting and Reporting• Territory Definition: Outline and define sales territories for new andcurrent Sales Representatives• Sales Performance Management• Sales Capacity Planning• Sales Compensation and Incentives• Sales Process Execution and Deal Pursuit• Training: Develop the training materials and ensure the training forthe new and current Sales Representatives• Managing the Sales tools (CRM architecture)EMEA Deal Desk AnalystMain responsibilities:• Support all commercial related activities including, but not limited to, deal structuring, contract creation, review and approval for offers, and providing support to the Sales Field on Anaplan’s quoting tools• Provide expert guidance to the Sales field and Customer Success in the areas of deal structuring, pricing, and contract management• Ensure deals are structured and processed efficiently and align to company policies• Review, draft, interpret and confirm contract terms and conditions; work closely with finance and legal teams to ensure all contracts are accurate and compliant with the commercial and revenue recognition guidelines• Design non-standard pricing models (e.g.: ELAs), bespoke licensing models and custom SKUs for strategic customers• Responsible for drafting, modifying and finalizing contracts• Deal with day-to-day queries on Anaplan’s quoting tools and/or CRMsystem.• Support Sales enablement through new hire training initiatives andad hoc training requests as needed.• Anticipate issues and initiate actions to resolve them usingprofessional judgment and concepts, company policies and procedures.

London, United Kingdom

Main responsibilities:• Partner with the Sales team in negotiating and structuring non- standard cloud deals to ensure maximum profitability and correct revenue recognition with decision and approval responsibilities at regional level• Understand and apply SAP's internal policies and the Revenue Recognition policy• Provide expert advice and support for the Sales teams throughout the entire quote to cash process on products and product strategy, pricing models, contractual and commercial aspects, revenue recognition and compensation• Partner with all the departments involved in the quote to cash process to ensure that cloud transactions are correctly structured, formalized and executed• Provide training to the Sales teams on all aspects related to the quote to cash process, cloud services and pricing, contracts• Actively participate in revenue forecast and yearly/quarterly results calls to ensure visibility on the status of the cloud transactions• Work with the local and regional Sales Management to ensure continuous improvement of the internal commercial process.

Bucharest, Romania

The Deal Approval Specialist/ Business Practice Analyst is part of the EMEA Sales Organization.Lines of Business supported: Software, Hardware, Software as a Service, Cloud Services.Main responsibilities:• Act as Center of Excellence in understanding and applying Oracle’s Business Practices and Pricing policies• Assist the Sales teams in structuring the non-standard transactions and review the requests for non-standard commercial terms against Oracle policies• Provide first level review and analysis of non-standard deals by working directly with the Sales teams: pricing strategy, deal structure, revenue recognition, commercial and legal issues• Provide support and expert advice to the Sales teams in the negotiations with the customers• Provide advice and guidance to the Sales Representatives to determine the items that require approval and the best way to prepare the approval requests• Assessment of each request for non-standard terms and conditions to ensure:• Clarity and completeness of the request and business justification• Identification of potential revenue recognition implications• Identification of potential downstream process issues• Identification of required approvers• Manage the internal approval process for every transaction withnon-standard terms and conditions• Work closely with the Sales teams to find alternative solutions tocustomers’ requirements, solutions which are viable from a BusinessPractices point of view and do not put Oracle at risk• Work with all the business approvers and teams involved in reviewing and approving non-standard transactions: Revenue Recognition, Legal, Product Management, Contracts, License Management, Tax,etc.• Assist the Sales teams throughout the entire Quote2Order process• Reporting, pricing analysis activities• Provide advice regarding the approval process and the approvalsystems& applications• Provide advice and guidance to the Contract Specialists teams onOracle’s policies.

Bucharest, Romania

Create training materials and provide training on Oracle’s pricing, licensing models, contract management and quote to order process to new hires and intermediate level employees (Contract Specialists, Sales teams, Finance and Pre-Sales).

Romania

Main responsibilities:• Drafting and processing ordering documents for cloud services, software license and hardware orders in compliance with Oracle’s internal guidelines (pricing, discounting, revenue recognition, business practices, credit, legal, license migrations, contract management, etc.) – all degrees of complexity• Drafting and processing various types of license assignment documents• Understanding and applying current business practices and pricing policies, revenue recognition policy, migration policies, sales compensation program and guidelines• Assisting the Sales Representatives during the Quote to Order process, advising sales on Oracle’s policies and procedures, contract submission process, reviewing and communicating contract templates and forms• Order Booking: checking and preparing the elements for the booking of complex orders: ordering documents, exhibits, agreements, customer purchasing documentation, securing all additional confirmations required by the process, assigning sales credits for compensation purposes• Working with several Oracle departments: Legal, Revenue Recognition, Credit & Collection, Order administration, License migrations, License Management Services to provide the highest level of support to Sales teams during the Quote to Order process.

Highscool Diploma, Informatics

University Degree, Economics; Marketing And Marketing Research

Main courses: Marketing, Marketing Research, Statistics, Financial Analysis, Accounting, Consumer Behavior and Designing& Planning.

Master Degree, Marketing; Marketing Research