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Job DescriptionResponsibilitiesOverviewWith a presence in over 175 countries, we are one of the biggest technology companies on the planet. But we operate with the ingenuity of a start-up. We believe in diversity and inclusion to drive innovation beyond what has been done before. We empower researchers to discover the secrets of our universe and help the world´s leading companies to reimagine what it means to innovate. We take pride in the knowledge that we are making the world a better place. Create the Future with us!The vision of Oracle’s 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 globally owns the customer engagement strategy across all products, services and suppor.The Strategic Client Director (SCD) is the day-to-day senior Oracle executive responsible for success at the SC. 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 and within the SC. 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.Job DescriptionSCD is Oracle’s 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 Oracle’s revenues across the full breadth of Oracle products/ solutions for the Strategic Client.Key Objectives of this role includePartner with the SC to optimize both their Business and IT transformation.
Ensure SCs get complete and superior value from Oracle such that they accelerate their investment in our technologies, growing Oracle’s sharing knowledge and cross-pillar revenue.
Understand the SC´s business strategy and industry challenges and design "tailored" Oracle solutions.
Help our SCs get maximum value from Oracle’s solutions such that they proudly adopt, grow and share their success stories with the rest of the world.
Demonstrate measurable progress towards an “Oracle First” relationship.
Key ResponsibilitiesLead the design of an evolving multi-year strategic account plan and deliver that plan in collaboration with the SC.
Meet and exceed the client’s continuously changing priorities and objectives and Oracle’s 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 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 SC 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 Client’s strategy and the industry’s potential. Adapt Oracle solutions and articulate a value proposition to inspire the future direction of C- level management within the SC.
Align and orchestrate activities to continuously improve Net Promoter Score given by the SC.
Gain agreement with the SC 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 use 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.
Handle partner concerns issues for the SC on a worldwide basis and drive those blocking issues to closure while creating a high level of customer satisfaction for the SC and a great outcome for everyone environment for the Oracle resources involved in the day-to-day operation of the SC.
Develop and complete an interaction plan to address the executive suite, line of business organizations and IT, using all Oracle resources and subject matter experts, executives, and leaders with vision 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 “one face, one Oracle” strategy for the client.
Understand Oracle’s 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.
We like to seeBusiness Insight: Able to develop and complete a multi-pillar, multi-year global account strategy, aligned to customer priorities and Oracle’s strategic direction. Can demonstrate and develop a significant understanding of the customer’s 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.
Credibility: Able to work with C-level executives, understand their issues and business requirements and lay out a road map of how to use Oracle's products and services. Can act as a trusted advisor and leader with a vision to further senior-level relationships and drive additional opportunities. Able to adapt “the big picture” to changing customer or Oracle priorities
Team Building: Motivate individuals, teams, and an entire organization to perform at a higher level and to embrace change. Negotiate skillfully 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 hard-working teams.
Communication/Governance: Establish clear team governance and regular communications. Develop a consistent approach from all Oracle resources working with the customer. Collaborate with worldwide SCD counterparts to expedite 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. Prioritize tasks that add new value. Take ownership of customer concern issues and drive to closure with a focus on customer satisfaction and establishing an outcome where everybody wins the environment.
Influence-based Leadership: Able to sustain strong relationships with Oracle senior executives and use their support to deliver success in the account. Demonstrate a challenger attitude, a closer mentality, innovative “no boundaries” thinking, and clear decision-making.
We love to see10+ years of 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 completing complex account strategies
Experience driving innovation and transformation
History 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 the Board level
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-inquiriesus@oracle.com to receive compensation and benefits information for this role. Please include this Job ID: 179815 in the subject line of the email. #LI-CG2About UsDiversity and Inclusion:An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.Disclaimer: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
