Oracle Business Value Director for Client Executive Team in Bedford, Massachusetts
Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.
A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.
Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.
Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.
_Business Value Director for Client Executive Team_
The role requires effective integration, engagement and communication within account teams and prospective clients, to build rapport and credibility. In this role you will be working with account teams and cross LOB to support Strategic Accounts to maximize the opportunity win rate and deal values by ensuring bid engagements and responses are of the highest standard possible. The successful candidate will be required to react with speed to the evolving world of Cloud, both externally in understanding the market, and internally as our processes and terms mature.
Creates high standard propositions for our Strategic Accounts in the SCE Team by collecting relevant input / material from all resources involved in the deal.
Creates and maintain a repository of high impact proposition which can be re-utilized across the KCE Team and in other sales teams
Works as a member of a x-lob Sales Team, Sales Consulting, IIAs, CEAs, Oracle Consulting, Commercial Managers, K-Act, Contracts, Migrations, Business Practices and Approvals organisations.
Reports to Vice President Business Value
Works with the designated account sales team to create and deliver high standard customer facing material in response to customer requirements for Cloud Transformation programs
Works with the account teams and customers in order to understand the requirement and deliver a high-quality document fit for purpose
Becomes a recognised expert in high quality propositions, ensuring you are seen as the exemplar and advisor to the rest of the Oracle organization
Delivers complex and challenging Cloud Proposition packages for customers
Defines and authors proposals with the account team, based on client requirements and in line with Oracle standards
Identifies, maintains and deploys an internal network of people who can support achievement of plans
Build and maintain an archive of relevant material for re-use
Skills And Experience:
Experienced Bid Manager
Proven knowledge of contracts and commercial paperwork
Ability to build and maintain a large internal network, and hold relationships at Sales VP level
Familiar with working across Oracle teams, sales, pre-sales, consulting approvals, legal, finance.
Preferred - experience of Cloud transformation programs
Preferred – working cross country
Used to dealing with sales teams
Proven successful and highly professional propositions packages
Prepared to work in, and lead virtual teams
Proven success at customer satisfaction through previous roles
Dedicated to Customer and Oracle success (win/win situations)
As part of the Business Value team, this role is a fundamental pillar to driving the success and rapid growth of the Cloud business in Strategic Accounts.
The Team Vision is to assist in the execution of our Big Deals with the aim of increasing the size, success rate and forecast close rate of the Region’s biggest opportunities and deals by focusing dedicated, integrated Key Account resources on:
Consistency and Repeatability of Winning Practices
You will work on the some of the largest Cloud deals within the division, effectively managing complexity and challenge. You will be seen as a master in delivering high quality / impact propositions to our Key Accounts and hold a reputation for always delivering and engaging across diverse populations and at all levels of the business.
You will be embedded in the account team, directing and contributing to the creation of customer value propositions, managing all (x-lob) aspects of the associated bid, liaising with the customer, coordinating activity, creating high quality, high impact material - up to and including negotiation. You will also be expected to build repeatable, winning processes.
Title: Business Value Director for Client Executive Team
Location: United States
Requisition ID: 200013J2
- Oracle Jobs