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.
As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).
Industry Strategy Leader, MEA & CEE Solution Engineering
– Public Sector
Summary
Digital transformation is the key
challenge for our customers. Its impact to consumers has been profound and the
effect it is having on business is revolutionary. Oracle sits at the center of
this change, providing leading technical capabilities to help organizations
achieve their future strategy, driving their business into a new realm of
success.
To drive this exciting change, we
are searching for an Industry Strategy Leader for Public Sector, who will
support and inspire our customers at C-level to execute their business strategy
with Oracle.
About the Role
As part of the Solution Engineering
team, the objective of the MEA & CEE Industry
Strategy Leader is to transform the Public Sector, through business
innovation, engaging at the c-level. You will have the opportunity to drive
strategic change, leveraging Oracle’s unrivaled portfolio of innovative
capabilities.
Key Skills:
·
Deep Sector
knowledge – Immersed in Public Sector for
a number of years. We are seeking individuals who truly understand this
sector. You might have worked at, or consulted with a number of Public Sector focused organizations in
areas like e-government, citizen engagement, smart cities among others.
·
Business
Transformation Skills – You
must have had experience in strategic organizational change, through the use of
technology. You have the ability to connect Oracle solutions and products
to customer problems and apply re-usable solution assets or consideration
ideation for new solutions
·
Executive
Communication Skills – You
will consistently manage c-level stakeholder relationships and have the ability
to build these as a trusted adviser within those organizations. Have the
ability to effectively communicate with all parties, including customer
executives, internal cross-functional teams and partners
–
Innovation
and Story Telling –
The ability to think laterally and to fully understand Oracle’s corporate and
industry solution messaging; ability to build executive presentations and
effectively present them in front of internal and external audiences
Your domain and industry expertise
will be key to create and enrich the quality of the interaction with key
decision makers, the definition of the solution and the articulation of the
business value. Projects will be transformational in nature, requiring
strong consultative skills, business acumen and creativity. You are also expected
to lead and inspire internal communities, keynote at external events and
evangelize the market through digital thought leadership.
The area you will cover, the
position you will hold and the environment in which you will work, is under
constant change at a fast pace: you will therefore want to be motivated by the
prospect of facing a certain amount of unpredictability, which you will view as
an opportunity to shape the future.
The regional nature of this role,
means you will need to self-manage travel for customer and industry
interactions, while virtually working with internal teams.
If you know you have what it takes, come make a difference.
Detailed
Description and Job Requirements
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 and throughout the engagement.
Generates business opportunities through prospecting mass market programs and
leveraging third party partners. Develops and coordinates a strong relationship
with customers that establishes Oracle as a preferred vendor. Executes
aggressive strategies and plans to successfully drive our solutions as the
preferred customer selection. Provides account representatives with information
on how the solution 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
Deliverables:
Outbound:
·
Industry Solution Demand generation within the target accounts
·
Provide customers with enterprise architecture
recommendations aligned to their vision, strategy and goals.
·
Produce current and future state business
architectural deliverables linked to customers’ business strategies to achieve
desired outcomes
·
Articulate value proposition of proposed
business architecture and operating model
·
Create an actionable business roadmap for
transformation.
·
Ensure our relationship continues after the sale
through adoption, deployment, and value review.
Inbound:
·
Mentor and coach sales/presales teams to improve
industry knowledge and solution selling skills
·
Develop Go to Market strategy and drive a
programmatic solution sales proposition for
the industry
·
Help to build the regional industry messaging,
incl. key message decks, solution presentations, sales kits and thought
leadership collateral
·
Promote a strong and collaborative relationship with the Oracle product
management, business development, sales and presales teams
·
Orchestrate internal and external resources for account-specific x-LOB
solution development
Qualifications:
·
University Degree in Computer Sciences or
similar IT related fields
·
MBA or equivalent post degree qualifications is highly
desirable
·
15 years experience relevant to this position
·
Wide knowledge of pillar or industry market and
trends
·
Extensive background in a
customer organisation as a business process lead or a business architect, working directly for or with leading IT companies
within the industry
·
Proven track record in managing
multiple opportunities and ability to negotiate and close complex deals
·
Proven knowledge of cloud
business operation models
·
Experience developing and
communicating business change and the related capability impact (typically
having led the investigation, challenge articulation and ultimate
resulting proposition)
·
Knowledge of architecture frameworks (e.g.
TOGAF) or relevant industry methods
·
Excellent verbal and written
communication skills, with ability to both develop relationships and formerly
present findings and recommendations at executive and C-level
·
Flexible to travel
As part of Oracle’s employment process candidates will be required to
complete a pre-employment screening process, prior to an offer being made. This
will involve identity and employment verification, salary verification,
professional references, education verification and professional qualifications
and memberships (if applicable).
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