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Oracle Area Vice President Industry Leader, T&T, A&D NA in Boston, Massachusetts

Job Description

LOCATION: United States; preferably East Coast

Come and join us! The Area Vice President Strategic Client Group, NA will be responsible for Oracle’s relationships with some of our largest customers including clients in the industries of Travel and Transport, Logistics, and Aerospace and Defense. A key responsibility will be understand the customers business goals, and align Oracle solutions to enable the growth and trajectory of those customer initiatives, all while delivering customer value and providing exceptional service to the customer with the overall interest of achieving revenue growth. As an Oracle executive you will translate this deep insight of the strategic customers’ goals into often highly complex solutions which draw on multiple Oracle product areas. You will be responsible for establishing and maintaining C-level customer relationships and for developing and leading large account sales by establishing sales strategies and equipping the team with the sales processes and techniques needed to meet/exceed company growth targets.

Responsibilities

  • Lead / recruit a team of Strategic Client Directors / VP’s and keep them focused on the priorities, providing high level coaching and support to keep their performance on track

  • Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support by creating daring account plans that deliver sustained growth and meet revenue targets

  • Develop long-term relationships with customers by providing sales support to build connections, references and revenue.

  • Prepare RFP responses, proposals and other sales-related documents that enable the company to expand its relationships with existing customers

  • Work with our Technical Support team to oversee timely and accurate resolution and communication regarding customer issues

  • Create alignment within their team by establishing a common approach and a clear framework for account management

  • Empower account directors by giving them freedom to deliver but making the time to provide support when needed

  • Demonstrate fresh thinking by creating custom customer solutions and putting together innovative deals

  • Understand competitors and clearly articulate to customers how Oracle solutions are differentiated and make valuable contributions

  • Keep up-to-date with Oracle technology as it evolves, and feed insights into customer needs to support technology development

  • Maintain awareness of strategic changes in Oracle, and flexibly adapt key account management approach accordingly

  • Communicate organizational changes and developments in sales approach to Account Director team, and support/coach them in behavioural adaptation

  • Take risks with pricing and negotiation in order to secure long-term customer satisfaction

  • Build/maintain an industry customer reference program; initiate demand generation and Marketing programs. Attend, host and speak at appropriate marketing events

  • Perceive the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers.

  • Understands the basics of pricing and can articulate the value or reasons behind pricing

  • Analyze data and metrics accurately in order to understand business performance and where vital make crucial course corrections

  • Quickly get to grips with complex customer Organization, pulling together comprehensive key account plans in order to leverage market opportunities

  • Uses consultative selling skills to engage new customers and probes to uncover unmet needs, contribute

  • Monitor compliance with all sales contracts; collaborate with internal teams to ensure compliance

  • Develop internal and external strategic client relationships at scale that drive customer commitment and promote cross line of business collaboration

  • Plan and implement marketing and business development efforts with other parts of the organization in order to add to Oracle’s referenceable customer library

  • Conduct business reviews with key accounts to identify new business opportunities and manage ongoing customer interaction

YEAR ONE CRITICAL SUCCESS FACTORS

  • Grow Oracle’s attention, across our entire portfolio within the Strategic Account portfolio.

  • Develop a more agile and collaborative way for deals to get done.

  • Build a customer centric team that can drive meaningful value to customers.

  • Understand the Account business requirements and develop "tailored" Oracle solutions.

  • Drive exceptional customer service.

  • Introduce the Accounts to Oracle solutions & products that match known and potential business needs.

  • Successfully establish positive Reference Accounts.

PREFERRED SKILLS & EXPERIENCE

The Area Vice President will develop long term relationships with customer executives and develop the next generation of Oracle advocates.

  • A comprehensive understanding to technology and operating models and the business transformation that they enable

  • Proven track record of architecting complex big deals with large multinational corporations

  • Ability to thrive in an environment with ambiguity, change and take a broad complete view of key accounts in order to meet customer needs

  • Ability to work collaboratively and inclusively with colleagues across the organization in order to bring different technology solutions and functions together to secure a deal

  • The ability to translate customer business strategies and opportunities into business solutions that Oracle can enable

  • Energetic and positive attitude in the face of stress and able to take some risks, e.g. in relation to commercial negotiation and pricing, by sacrificing short-term revenue in order to generate a longer-term win

  • A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought

  • Astute in dealing with conflicts internally and externally, and be prepared to say ‘no’ and diplomatically push back against unreasonable customer demands, but without jeopardizing the overall relationship

  • A strong focus on execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced environment, ensuring results and deadlines are achieved without damaging morale

  • An enthusiastic, high-energy and motivational leader who is visibly passionate and capable of inspiring and galvanizing an organization

LEADERSHIP COMPETENCIES

Performance Drive & Execution

  • Holds self and others accountable for delivering shareholder value. Creates and instills a performance driven, focused on results culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.

Collaboration

  • Fosters collaboration between business leaders. Facilitates consensus among diverse collaborators with opposing viewpoints on critical issues. Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes. Aligns strategic priorities of own area with the direction and priorities of the broader organization.

Communicating for Impact

  • Ensures clarity around organization's strategic intent and business objectives. Champions central initiatives in ways that generate organization-wide understanding and support. Builds confidence and inspires support through a convincing presentation style.

Inspirational Leadership

  • Establishes and models authentic leadership across internal and external boundaries. Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.

Competitive Edge

  • Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions. Builds long-term business value. Creates a culture of innovation and encourages entrepreneurship. Strategically develops a range of options/paths to achieve business objectives within a changing environment.

Change Agility

  • Initiates strategic change in anticipation of a changing external environment. Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment. Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others

Mastering Complexity

  • Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries. Creates an environment of personal accountability and ownership for problem-solving.

EDUCATION

A Bachelors’ degree is preferred. An advanced degree is a plus.

Does this sound like you? If so, we hope to meet you!

If you are a Colorado resident, Please Contact us or Email us at oracle-salary-inquiries_us@oracle.com to receive compensation and benefits information for this role. Please include this Job ID: 183061 in the subject line of the email.

#LI-DNI

Range and benefit information provided in this posting are specific to the stated location(s)

New York City Pay Range: from $187,800 to $338,100 per annum; eligible for commission, equity, and may be eligible for compensation deferral.

Colorado Pay Range: from $187,800 to $338,100 per annum; eligible for commission, equity, and may be eligible for compensation deferral.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience and market conditions, as well as reflect Oracle’s differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle offers a comprehensive benefits package which includes the following:

  1. Medical, dental, and vision insurance, including expert medical opinion

  2. Short term disability and long term disability

  3. Life insurance and AD&D

  4. Supplemental life insurance (Employee/Spouse/Child)

  5. Health care and dependent care Flexible Spending Accounts

  6. Pre-tax commuter and parking benefits

  7. 401(k) Savings and Investment Plan with company match

  8. Flexible paid time off (unlimited or accrued vacation and sick leave)

  9. Paid parental leave

  10. Employee Stock Purchase Plan

  11. Adoption assistance

  12. Financial planning and group legal

  13. Voluntary benefits including auto, homeowner and pet insurance

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you would like accessibility assistance or accommodation for a disability at any point, let us know at +1.888.404.2494, Option 1.

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Oracle is an 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 and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer

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