Strategic Client Director MEA

Job Description

The Oracle Strategic Client Director owns overall leadership for an Oracle Strategic Client (one of Oracle?s top revenue producing and market leading accounts), across all products, services and support, on a worldwide basis.¿½ The Strategic Client Director (SCD) is the day-to-day senior Oracle executive responsible for success at the Strategic Client.¿½ The SCD is chartered to develop and drive execution of a multi-year Strategic Client strategy. The SCD is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within the Strategic Client.¿½ The SCD must develop deep customer and industry knowledge and then influence the Strategic Client through developing credible & relevant messaging and deliver it 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.¿½¿½ POSITION: Strategic Client Director -Group Airlines CustomerLOCATION: UAEREPORTING RELATIONSHIP: Nil Balek ? Senior Director Strategic Clients MEA ¿½¿½ROLE DESCRIPTION ¿½The SCD 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.¿½ Key responsibilities include leading developing & 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.¿½¿½¿½KEY OBJECTIVES ¿½Grow Oracle?s mindshare, cross-pillar revenue, and share of wallet with the Strategic Client.Understand the Strategic Client?s business requirements and develop tailored Oracle solutions.Introduce the Strategic Client to Oracle solutions & products that match known and potential business needs.Successfully establish the Strategic Client as a positive Reference Account.Demonstrate measurable progress towards an ?Oracle First? relationship.¿½¿½KEY RESPONSIBILITIESDevelop and maintain the multi-year strategic account plan for the Strategic Client to meet or exceed customer objectives and Oracle sales goals.¿½ Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Client?s requirements are represented.Manage 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 and communications, and reporting cadence.¿½Articulates both Oracle and Strategic Client value proposition to C-level management within both Oracle and the Strategic Client.Gain agreement with Customer around key work streams aligned with their key business transformations and imperativesCreate a quarterly business review cadence with Strategic Client 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 key account on a regular, scheduled basis.Owns escalation issues for the Strategic Client on a worldwide basis and drives 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 customers executive team, earning a reputation as one of the Customers trusted business advisors.Demonstrate a high level of business acumen and thorough understanding of the customers business, organization, strategy and financial position.Demonstrate value- and trust-based selling skills with a deep understanding of the customers needs and Oracle?s capabilities.Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs.Integrate Oracle in front of the customer providing a ?one face, one Oracle? strategy for the customer.Understand Oracle?s strategies and how these translate into solutions that address customer needs.Maintain a thorough understanding of the customers industry, including trends, business processes, financial measurements and performance indicators, and key competitors.Manage and develop a team of sales representatives.¿½Sell and promote the sale of Oracle products including contract negotiation.Drive strategic and tactical planning for the account.Generate and achieve accurate monthly forecasts.Conduct weekly progress meetings with the Strategic Client sales team.¿½REQUIRED SKILLSLeadershipAbility to lead and influence across a geographically dispersed team without having a direct reporting line.Ability to lead and influence C-level executives of Oracle Strategic Clients.Attention to DetailFollow detailed procedures and ensure accuracy in documentation and data.Concentrate on routine work details and organize and maintain a system of records.Business AcumenSufficient business acumen to establish authority, gain confidence, and build trust through a significant understanding of the Strategic Client?s business strategies and industry trends, when positioning Oracle?s organization and capabilities.Communication skillsAble to clearly express complex ideas, both in writing and verbally, to any audience.Demonstrates an ability to anticipate, and respond to, reactions, attitudes, views and feelings of individuals and groups.Adapts presentations to the audience.Conflict ManagementAble to use a win-win approach to resolve controversy.Able to be consistently objective and fair when dealing with sensitive situations.Able to maintain constructive working relationships despite disagreement.Decision Making & Problem SolvingAble to take action in solving problems while exhibiting sound judgment and a realistic understanding of issues.Able to review facts, weigh option, and use logic when dealing with emotional topics.Influence and PersuasionAble to convince others in both positive and negative circumstances.Able to express ideas and options with tact.Comfortable expressing new ideas to authority figures.IntegrityAble to maintain confidences.Fosters an ethical work environment.Prevents and curtails inappropriate behavior by coworkers.Give proper credit to others.Handles all situations honestly.TeamworkAble to share due credit with coworkers.Displays enthusiasm and promotes a friendly group working environment.Works closely with other departments as necessarySupports group decisions and solicits opinions from coworkers.NegotiationAble to obtain agreement from multiple parties.Understands the decisions process and stakeholders and can drive process forwardsAble to earn trust while working out a deal.Uses good timing and carefully calculated strategies when bargaining.Communicates the high value of services.Identifies hidden agendas that might interfere with resolution of terms.Planning, Prioritizing & Goal SettingAble to prepare for emerging customer needs.Able manage multiple projects concurrentlyGlobal CitizenWorking knowledge of other world regions, cultures, languages, economies, business practices.Relationship ManagementAble to develop rapport with others and recognize their concerns and feelings.Able to build and maintain long-term associations based on trust.Develops and maintains significant high-level customer executive relationships.¿½¿½¿½NECESSARY BEHAVIORSProvocativeCreates healthy tension with customer through providing insights about their business and opportunities for engaging with OracleEducates the customer on industry trends and practices adopted by peer organizationsProblem SolvingCan solve even the toughest and most complex problems; great at gleaning meaning from whatever data is available; quick study of the new and different; adds personal wisdom and experience to create the best conclusion and solution; uses multiple problem-solving tools and techniques.CreativityAble to come up with the next great breakthrough; is creative, a visionary, and can manage innovation; is an effective strategist full of ideas and possibilities; sees multiple futures; has broad interests and knowledge; can both create and bring exciting ideas to market; comfortable speculating about alternative futures with or without all of the data.Reframes & Challenges the way the customer views their business¿½FocusCan quickly separate the mission-critical from the nice-to-have and the trivial; quickly senses whats the next most useful thing to work on; focuses on the critical few tasks that really add value.OrganizationIs well organized and resourceful; effective and efficient at leveraging multiple resources to get things done; lays out tasks in sufficient detail to achieve objective; is able to get things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles.Manages Effectively across Organizational BoundariesManages people well; gets the most and best out of the people; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback; delegates and develops; keeps people informed; provides coaching for today and for the future.Effect Work ManagementCan design effective processes, workflows, and solutions; good at figuring out what to measure to track progress; can quickly diagnose and fix issues; always looking for incremental process improvement.

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