ERP Strategic Initiative Deals (MEO)

Job Description

ERP Strategic Initiative Director, EMEA Tomorrow?s ERP, todayAt Oracle, we are changing the world by leading a digital transformation! We help our 400,000+ customers in more than 145 countries to go beyond developing digital potential to using it to achieve, grow and compete; to think, act and be Business Digital.We believe we can deliver tomorrow?s cloud solutions to you today resulting in a technology solution which will underpin all organisations digital transformation and business strategies.Oracle ERP is a market leader. In joining Oracle, you have the opportunity to sell one of the strongest and broadest ranges of ERP software in the market. ERP Cloud is also the area of Oracle that the company is hoping will take it into Cloud Leadership. There is huge investment and focus on this area of Oracle and companies are tending to choose Oracle as their partner of choice for the ERP Cloud transformations.Enterprises can innovate faster, drive business-process efficiency, and accelerate digital transformation with Oracle Cloud. Oracle is the enterprise technology partner that positions companies for tomorrow, today; empowering businesses of all sizes on their journey of digital transformation.Location: Any EMEA location

1. Accelerate growth of large, strategic deals across EMEA ERP & EPM Applications.
   • Co-lead with field teams.
   • Suggest help and ideas.
   • Provide EMEA knowledge to assist (e.g. references).
2. Execution of Oracle strategy, working through Regional Sales teams to deliver N&E deals and Renewals.
   • Establish strategic customer relationships to position Oracle?s SaaS portfolio around the customers digital transformation.
   • Trusted advisor to customers, delivering best practice solutions.
   • Partner with existing customers for upselling opportunities and renewable business.
   • Work with sales to update forecasts, record activities and build opportunity close plans.
3. Big Deal development and sponsorship with customers, partnering with the regional sales leaders.
   • Member of the Steering Committee of selected accounts in EMEA.
   • Executive Sponsor for selected accounts in EMEA.
   • Top 10 deals per Quarter with pillar element > $1m.
   • Lead with expertise and recommendation: Contracts, pricing, legal, commercials, SLAs.
4. Exceed customer expectation through deep engagement by product & industry specialism.
5. You will be the undisputed and indisputable leader of a multidisciplinary and matrix team by bringing both your commercial seniority and your business expertise.
6. Develop long-term sustainable relations with customers and partners.
   • Establish and progress all opportunities in your territory.
   • Act as a point of escalation for issues between Oracle and existing customers and partners.
7. Collaborate with Industry team.
   • Participate in large deals execution.
   • Pipeline health and related activities to grow in a specific area.
8. Collaborate with the supporting functions and eco-system.
9. A perfect understanding of commercial execution models is expected: control of the sales cycle, cadence, forecasting, etc?
10. Big emphasis will be on building pipeline from new prospects within the region, i.e. making deals bigger by articulating the full Oracle value proposition, from front to back as a strategic vision.
11. A successful candidate must be capable of engaging at a CXO and Senior levels within the specific vertical to understand their strategy and key business drivers; strive to develop a buying vision and roadmap with the customer. Articulating the Unique Business Values in each specific context will be a key success factor.
12. Provide direction and input to the Product Management, Product Marketing and Product Development Groups on product plans and new product roll outs by analysing the changes and advances in technology to anticipate the market trends

Key Skills:

1. Performance drive and execution
2. Deal maker
3. Track record of driving high value, strategic deals
4. Ability to analyze complex customer requirements and position Applications Solutions
5. Solid and proven network in the specific industry / vertical
6. Relationship maker
7. C-Level confidante
8. Energy and positivity
9. Gravitas
10. Your experience in navigating within a complex multilingual environment is a plus.
11. Required language: native tongue + English. A 3rd spoken language will be a plus.

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.As part of Oracles 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).

Keyskills :