Oracle Director, Strategy & Business Development, State & Local Government in Bedford, Massachusetts
Overlay sales personnel providing specialist product expertise to the sales force.
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
Responsible for the development and execution of Oracle’s US State HCM/ERP go-to-market strategy as well as the identification of relevant new business opportunities in States and State Agencies and the establishment and advancement of State relationships. Will have active role in the complete sales and customer lifecycle – from helping the Field Sales team with initial positioning, RFx support, demo support, partner strategy, deal/close management to working with the customer post-sales to ensure success.
A State Strategy & BD Lead is assigned to strategic State accounts where relationships and experience can influence and inform the direction States and State Agencies pursue in their journey to the Cloud. Will act as conduit in coordinating the entire ecosystem - Consulting, Sales, and Oracle Development for the products and extensive partner relationships. Generates business opportunities through mature network of contacts, direct marketing programs and leveraging third party partners. Develops and coordinates relationships with State customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes detailed strategies to aide States in mapping their future and establish plans to successfully drive States to strategies that fit their environments and maximize revenue opportunities for Oracle. 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 educating and representing Oracle initiatives to States and State Agencies. Viewed by peers as a leader and top contributor and by line management as a key business partner. Previous relevant, senior leadership experience in State government required. Marketing and business development experience, a proven track record in managing multiple State opportunities and ability to negotiate and close complex deals preferred. 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.
Title: Director, Strategy & Business Development, State & Local Government
Location: United States
Requisition ID: 20000RX4
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