Oracle Strategic Client Director-CT/New York/New Jersey/Boston in Boston, Massachusetts
Location: CT, NY, Boston, and New Jersey
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The vision of Oracleâs Strategic Clients Program is to provide the largest companies globally with superior account leadership to deliver outstanding customer value through the adoption of Oracle technologies and services.
Each Strategic Client (SC) is led by an assigned Strategic Client Director (SCD) who owns the customer engagement strategy across all products, services and support, on a worldwide basis.
The Strategic Client Director (SCD) is the day-to-day senior Oracle executive responsible for success at the Strategic Client. The SCD is chartered to develop and drive execution of a multi-year strategy. The SCD is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within the Strategic Client. The SCD must develop deep customer and industry knowledge and then influence the Strategic Clients through developing credible and relevant messaging. This is then delivered through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.
The SCD is Oracleâs primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. Key responsibilities include leading, developing and owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracleâs revenues across the full breadth of Oracle products/ solutions for the Strategic Client.
Key Objectives of this role include:
Partner with the Strategic Client to optimize both their Business and IT transformation.
Ensure Strategic Clients get holistic and superior value from Oracle such that they accelerate their investment in our technologies, growing Oracleâs mindshare and cross-pillar revenue.
Understand the Strategic ClientÂ´s business strategy and industry challenges and design "tailored" Oracle solutions.
Help our Strategic Clients get maximum value from Oracleâs solutions such that they proudly adopt, grow and share their success stories with the rest of the world.
Demonstrate measurable progress towards an âOracle Firstâ relationship.
Lead the design of an evolving multi-year strategic account plan and deliver that plan in collaboration with the Strategic Client.
Meet and exceed the clientâs continuously changing priorities and objectives and Oracleâs sales goals.
Lead and inspire the Oracle sales team to deliver exceptional and seamless strategy execution. Co-ordinate activities across multiple pillars, organizations and partners and/or act as the lead negotiator for the largest, most strategic deals. Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Client requirements are represented and to ensure a client-centric approach.
Orchestrate the interface between the Strategic Client and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model, clear communications, and a regular reporting cadence.
Understand the Strategic Clientâs strategy and the industryâs potential. Adapt Oracle solutions and articulate a value proposition to inspire the future direction of C- level management within the Strategic Client.
Align and orchestrate activities to continuously improve Net Promoter Score given by the Strategic Client.
Gain agreement with the Strategic Client around key work streams aligned with their key business transformations and imperatives
Create a quarterly business review cadence with SCD Sponsors to track our progress on aligned focus areas / work streams and other interactions.
Maintain regular communications with the worldwide core sales team and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration.
Facilitate regular progress meetings with key customer executives and sponsors to validate our progress and plans.
Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the Strategic Client on a regular, scheduled basis.
Effectively utilize the resources dedicatedly available to SCDs (Business Value Team, Customer Experience Team, Executive Architects). They represent a critical strategic investment to create a long-term experience culture and partnership for transformation with our Strategic Clients.
Manage escalation issues for the Strategic Client on a worldwide basis and drive those escalations to closure while creating a high level of customer satisfaction for the Strategic Client and a win-win environment for the Oracle resources involved in the day-to-day operation of the Strategic Client.
Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought leaders as needed to provide value to the customer.
Build relationships with the customer's executive team, earning a reputation as one of the customer's trusted business advisors.
Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs.
Coordinate Oracle resources in front of the customer providing a âone face, one Oracleâ strategy for the client.
Understand Oracleâs strategies and how these translate into solutions that address customer needs.
Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements and performance indicators, and key competitors.
Manage/mentor a dotted line team of sales reps
Sell and promote the sale of Oracle products including contract negotiation.
Drive strategic and tactical planning for the account.
Generate and achieve accurate monthly forecasts.
Establish and maintain successful internal governance and regular communications across lines of businesses required to support the client.
Able to develop and execute against a multi-pillar, multi-year global account strategy, aligned to customer priorities and Oracleâs strategic direction
Can demonstrate and develop significant understanding of the customerâs business strategies and industry trends
Able to take an entrepreneurial approach, pro-actively providing the customer with insights about their business and opportunities for engaging with Oracle.
Able to work with C-level executives, understanding their issues and business requirements, and laying out a road map of how to leverage Oracle's products and services.
Can act as a trusted advisor and thought leader to further senior level relationships and drive additional opportunities.
Able to adapt âthe big pictureâ to changing customer or Oracle priorities
Motivate individuals, teams, and an entire organization to perform at a higher level and to embrace change
Negotiate skilfully to achieve a fair outcome or promote a common cause
Communicate a compelling vision and be committed to what needs to be done
Inspire others and build motivated, high-performing teams.
Establish clear team governance and regular communications
Facilitate regular progress meetings with key customer executives and sponsors to validate our strategy, progress and plans.
Develop a consistent approach from all Oracle resources interfacing with the customer
Collaborate with worldwide SCD counterparts to facilitate knowledge and expertise sharing, to support the development of deep industry-level, targeted solutions and value propositions
Manage conflicting agendas whilst maintaining constructive working relationships
Demonstrate a clear sense of focus. Separate mission-critical from nice-to-have. Prioritise tasks that add value.
Take ownership of escalation issues and drive to closure with a focus on customer satisfaction and establishing a win-win environment
Influence based Leadership
Ability to lead and influence a geographically dispersed team without direct reporting line
Able to sustain strong relationships with Oracle senior executives and leverage their support to deliver success in the account
Demonstrate a challenger mindset, a closer mentality, innovative âno boundariesâ thinking and clear decision-making.
10+ years account relationship management experience with major clients.
10+ years selling hardware and/or software.
Skilled in positioning and selling solutions
Track record of developing and executing against complex account strategies
Experience driving innovation and transformation
History and track record of achievement of revenue objectives.
Cross-LOB team management experience - international team management is a plus.
Fluent in English
Excellent communication skills; able to communicate and present at Board level
Responsible for providing leadership to the sales and account management processes and growing Oracleâs revenues associated with the full breadth of Oracle products/ solutions for an assigned Key Account. The job represents a balanced customer relationship management effort involving sales and account management skills, product knowledge/problem-solving/solution skills, and direction of all other and necessary Oracle specialized resources assigned to the Key Account.
Owns overall Oracle leadership across all products, services and support to an Oracle Key Account (one of Oracleâs 150 to 200 top revenue producing and market leading accounts on a world-wide basis). Is the day to day senior Oracle executive business resource assigned to the Key Account. Is chartered to facilitate and own the overall account and opportunity planning process and its execution for the Key Account. Is also responsible for the Oracle communication inside our global organization and across all organizations and lines of business within the Key Account. The key objectives of the Key Account Rep are to develop deep customer knowledge and influence through forging executive relationships across all Oracle lines of business, increasing Oracleâs reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Key Account
History and track record of achievement of revenue objectives. Demonstrated ability to develop and implement business/account plans. Demonstrated ability to work with accountsâ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results. Excellent presentation skills. Experience of team management. Cross LOB/BU or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. 10 years selling and account relationship management experience with major account.
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