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Oracle Value Realization Director, HCM in Quincy, 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.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. 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.

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.

Value Realization Director, HCM


TRAVEL: 50-75%

NOTE:We are unable to provide visa sponsorship for this role at this time. No candidates requiring visa sponsorship will be considered.

The advent of cloud technology has kicked off the 4th Industrial Revolution. Oracle’s industry-leading Cloud is fueling enterprise digital innovation and transformation at many of the largest brands in world.

Oracle’s Value Realization Consultants are members of a high-performing customer-obsessed team dedicated to helping companies quantify the value of their strategic objectives by reimagining their digital and business transformations through the use of Oracle’s Cloud applications.

In this exciting role you will work directly with Oracle’s largest and most strategic customers to help them quantify the value delivered through transformation by:

  • Identifying customer business outcomes and solution strategies

  • Assessing the current state of value and envisioning how to impact future state

  • Identifying strategic improvement opportunities and aligning them to business imperatives

  • Developing a business case for success, including quantified financial benefits with full ROI

  • Prioritizing improvement and innovation opportunities

  • Creating a roadmap to cloud to power the transformation

  • Leading a cross-functional Oracle team as part of the customer engagement to include additional services and viewpoints

As an Oracle Value Realization Consultant, you will have prior experience in management consulting and/or sales aligned strategic services. Your previous background should include identifying and creating programs of change, comprehension and articulation of business priorities, identifying business improvement opportunities, business case and roadmap creation, including delivery of high-quality presentations presented to C-suite executives in a compelling narrative. Your previous experience in sales will help you work effectively and efficiently within a sales process with our sales teams, proactively manage to a plan and deadlines, and collaborate cross-functionally to lead a team of Oracle resources.

Additionally, you will have business process and technology experience with Human Resources solutions in the following functional areas:

  • Core Human Resources functions

  • Talent & Performance Management

  • Workforce Strategy & Planning

  • Workforce Management

  • Career Development & Learning

  • Work Life

  • Payroll, Compensation & Benefits

  • Time, Labor & Expense Management

  • Workforce Health & Safety

  • HR Service Desk

Candidates with demonstrated cloud experience specifically with Oracle HCM Cloud will distinguish themselves for this role. Candidates with demonstrated experience with Workday, SuccessFactors, SAP and/or Infor will also be considered.


  • Deliver innovation & cloud business outcome thought leadership.

  • Assist customers in determining the value of Oracle’s cloud offerings, including but not limited to how cloud features accelerate transformation across an enterprise.

  • Help drive customers towards innovative strategic thinking to drive business results.

  • Lead customer value realization engagements to benchmark and assess/measure the quantified business value that Oracle customers have received after they go live, resulting in a customer- specific recommendations report.

  • Create and publish both internal and public assets showcasing the value of Oracle Cloud applications.

  • As a SME, be able to construct and deliver in person, collaborative customer discovery and the following assets and recommendations:

o Customer business and technology strategic summary and strategy map

o Current and future state depictions, with transformational vision

o Strategic improvement opportunities aligned to business imperatives

o Quantified value-based deliverables, including but not limited to:

  • Baseline metrics to measure

  • Financially quantified business case for improvement recommendations, with full ROI (NPV, IRR and Payback)

o Prioritization of improvement opportunities, including a go-forward value realization plan and roadmap for additional cloud capabilities

o A high-fidelity executive presentation (PowerPoint) delivered and presented to customer business and technology C-suite executives

  • As an engagement lead, be able to:

o Conduct a regular cadence of status and coordination calls with the cross-functional Oracle team

o Identify when additional services or viewpoints are needed and proactively engage additional resources

o Regularly capture and report status, including action items, issues and blockers

o Actively work to resolve issues and maintain forward progress, escalating early

o Facilitate and inspire an environment of teamwork – obsessed on the customer

  • Establish yourself through demonstrated impact – both internally and externally – as the trusted advisor on assigned engagements

  • Manage multiple assigned customer value realization engagements at a time

Role Requirements

  • Executive presence and presentation skills.Individual must be comfortable influencing and collaborating in a C-level environment.

  • This individual isa strategic thinkerthat is focused on business outcomes and customer storytelling.

  • Digital Transformation & Innovation; This individual must have a passion for cloud technology and innovation, and how it can be used in new, creative and exciting ways to help customers.

  • Leadership & Engagement Management; This individual is a self-starter that operates independently with little supervision, and has strong planning, organization, critical thinking, decision-making and communication (verbal and written) skills. The individual leads a cross-functional customer team towards common goals and objectives and is able to operationally organize the team, with regular cadence calls and status reports.

  • Financial Quantification of Business Benefits; This individual must be able to conduct live, in-person customer workshops to imagine and negotiate benefits and benefit improvements relevant to the customer’s business. The individual must be able to develop value based assets including baseline metrics identification, value realization plans, and fully quantified business cases that include benefits, costs, an internal rate of return (IRR), a net present value (NPV) and a payback period that is representative of the customer situation and that leverages their input and data.

  • Solutioning & Road-mapping; This individual must be able to identify, group and prioritize business opportunities and map them into high-level solution components from Oracle’s Cloud applications and build out a strategic roadmap.

  • Artifact Creation & Delivery; This individual has a demonstrated track record of creating and delivering high quality, high fidelity customer assets on a schedule. The individual can comfortably stand and deliver to an executive, C-suite audience.

  • Listening & Professionalism; This individual has the ability to take in customer feedback, including potentially sensitive inquiries and issues, and respond diplomatically. The individual has a high degree of demonstrated maturity, tactfulness and business ethics.

  • Flexibility and Adaptability; This individual has the ability to cope with a sometimes ambiguous and changing environment and must have an unfailing sense of humor.

  • Professional Experience;

  • Minimum ten (10) or more years of professional experience

  • Role-specific experience, either:

o 3 years in management consulting and/or business consulting in top tier management consulting providers, AND/OR

o 3 years in enterprise cloud/software strategic pre-sales services such as value engineering, strategy or architecture services

  • In addition to above, previous direct Sales experience is highly desirable

  • Functional & Cloud Experience; This individual has business and functional experience in HCM-related business processes. Priority will be given to candidates with prior experience in Oracle HCM Cloud, and related products.

  • Industry Experience; Priority will be given to candidates with industry experience in the following:

o Financial Services (Banking & Insurance)

o Retail & CPG

o High Technology & Communications

o Manufacturing

o Healthcare (Provider & Life Sciences)

o Higher Education

  • Education;

o Undergraduate degree; preferably in a quantitative field (e.g. computer science, engineering, operations research, quantitative analysis, mathematics or similar field)

o Master’s in Business Administration (MBA)

/At Oracle, we don’t just value differences—we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion./

Job: *Sales

Organization: *Oracle

Title: Value Realization Director, HCM

Location: United States

Requisition ID: 20000O68