Industry Business Development Manager, Systems at Oracle

Preferred Qualifications

We are looking for an Industry specialist to provide vertical industry expertise to the Cloud Systems sales team.

In this role you will collaborate closely with the EMEA Tech Industry Leaders and among teams within and peripheral to the Cloud Systems organization, including sales leadership, Field and OD sales, solution consulting, marketing, enablement, and partners, to develop industry specific strategies and content for generating opportunities, building pipeline, winning business, and improving the sales team’s effectiveness.

You will be responsible for understanding industry trends, using them to identify market opportunities, and supporting the development of content (sales plays, use cases, presentations, collateral, videos, demos, etc.) that effectively conveys the value of Cloud Systems’ capabilities in target verticals.

This will be an opportunity to get engaged in sales cycle strategy, customer presentations, marketing initiative and go-to-market (GTM) delivery as well as participating in industry/product functions, seminars, and round tables to remain up to date on industry and product knowledge.

In this role you will be responsible for developing Cloud Systems business in your industries, with focus on Cloud@Customer and other Strategic Products to enhance the business in the specified industries. This will require translation of industry trends towards solutions and architecture blueprints using Oracle and ISV solutions using Cloud Systems Infrastructure Technology.

Responsibilities

• Partner with Sales and Solution Consulting to build and deliver industry/solution presentations during sales engagements. Participation may include customer facing presentations and meetings or behind the scenes strategic planning and education.
• Assist in the development and maintenance of industry specific customer facing assets (logo/win slides, industry value prop, industry/solution-fit)
• Support in the development and maintenance of go-to-market documentation (packaging & positioning) for respective industry/solution (e.g., playbooks, problem-solution fit)
• Collaborate in developing standardised industry qualification questions for use by the Sales and Solution Consulting organisations
• Create demo recordings and videos (internal and external) for respective industry/solution
• Work with marketing on industry specific content
• Deliver industry strategy presentations for key customer events (tradeshows, webinars, etc.)
• Collaborate with Business Development, Sales and Solution Consulting teams on industry/solution specific content
• Provide quarterly industry updates to Sales and Solution Consulting
• Collaborate with third-party partners to help shape industry/solution strategy (playbooks)
• Generate communication like newsletters
• Research industry related topics, trends, and provide analysis and recommendations
• Owning and driving the achievement of KPIs to ensure Pipeline coverage, Bookings and Revenue goals are attained, and use dashboard to change/accelerate Actions required to meet goals
• Working with Virtual team of EMEA Divisional Business Development to ensure successful implementation and execution of industry initiatives. You are responsible to deliver input, feedback and best practices to divisional and other regional teams.
• Support key deals in Region, to maximise revenue and margin contribution, by supporting Account teams in positioning industry solution against the competition. (Maximizing chance to win and margin contribution)

Qualifications

• Architectural Experience of key Industry applications
• Strong Sales and/or Business Development background, that is well connected and respected within the Sales organization.
• Track record of success and credibility at all levels.
• Entrepreneurial spirit, able to identify opportunities and associated risk.
• Self-motivated individual
• Innovative and creative.
• Experience with one or more of the following industries : Financial Services, Media & Telecommunications, Information Technology, Government
• Excellent presentation skills.
• Positive approach and adaptability.
• High level of energy, drive and enthusiasm.
• In-depth knowledge of Systems, Infrastructure and Cloud Market, allied to strong capability in Oracle Software (especially Database and Cloud)
• Strong Sales Acumen, with ability to develop Sales Strategy and Negotiation strategy to win
• Comfortable positioning value at C-level

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.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product 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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable.

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).