Business Development Manager, Systems - Oracle

The role is to develop the regional Systems business, by engaging and executing demand generation activities through Sales Plays and Programs. You will be the linchpin, that works with all the Sales teams in region, Marketing, Channel, and work closely with the EMEA Divisional Business Development. You will take responsibility for engaging and executing on the Sales Plays in your region, that will be enabled and delivered by EMEA and Corporate teams.

The role is to develop the regional Systems business, by engaging and executing demand generation activities through Sales Plays and Programs. You will be the linchpin, that works with all the Sales teams in region, Marketing, Channel, and work closely with the EMEA Divisional Business Development. You will take responsibility for engaging and executing on the Sales Plays in your region, that will be enabled and delivered by EMEA and Corporate teams.

In this role you will be responsible for developing all Systems business in your region, and work through direct Field Sales, OD Prime and Channel. Also working with marketing to support marketing activities to further enhance the business in region.

Responsibilities

• 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
• Review Customer penetration and Engage with Sales leaders to form plan to execute on Sales Play for maximum coverage and revenue return
• Articulate the Oracle strategy and positioning of Systems solutions to customers, both in 1-1 meeting and customer events/forums
• Be Trusted Advisor to Sales leaders with ability to plan and influence the Demand Generation and Execution of the Journey to Cloud Sales Plays
• Ability to plan and manage execution of Sales Plays in a programmatic way

• Execute on Sales Plays in Region to ensure required Pipeline Coverage in place to meet/exceed quarterly Systems goals
• Accountable for the Evangelism, Enablement and Engagement of Field in driving Sales Play execution
• Enable all available Routes-To-Market to maximise Coverage, Scale and Execution
• Engage directly with Field Sales teams in Top customers to evangelize and promote Value of Oracle Systems, Private and Hybrid Cloud solutions
• Act as an Advocate and Evangelist for Hybrid and Private Cloud and Systems to support overall Oracle Strategy, both internally and externally
• Working with Virtual team of EMEA Divisional Business Development to ensure successful implementation and execution of Sales Plays. You are responsible to deliver input, feedback and best practices to divisional and other regional teams.
• Ensure successful engagement with X-lob functions to support the Systems business. (ACS, OCS, OFD, CSM, etc)
• Support key deals in Region, to maximise revenue and margin contribution, by supporting Account teams in positioning the best solution against the competition. (Maximizing chance to win and margin contribution)
• Create Regional Community and share best Practice across Industry/Cluster/Country
• Collect Customer Success stories and references, and share both within region with Sales as well as in the wider EMEA community of Sales and Business Development

Skills/Behavioral Attributes

• 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.
• Ability to recognize need for change and implement/drive change
• Ability to work effectively across all Business Functions- internally and externally
• Innovative and creative.
• Strategic thinker with ability to translate into execution-model and deliverables
• Excellent verbal and written communication, interpersonal and teamwork skills, influencing skills, highly organized.
• Excellent presentation skills.
• Positive approach and adaptability.
• High level of energy, drive and enthusiasm.
• Strong leadership skills, with a results-oriented attitude that overcomes barriers.
• Comfortable and experienced in leading change and organizational innovation.
• Ability to influence thinking and gain acceptance of ideas in sensitive situations.
• Demonstrated ability to solve problems successfully in a matrix and complex organization where not all the involved resources are directly reporting to the role.
• In-depth knowledge of Systems, Infrastructure and Cloud Market, allied to strong capability in Oracle Software (especially Database and Cloud)
• Experience of selling into large accounts, with track record of complex Cloud deals
• Strong Sales Acumen, with ability to develop Sales Strategy and Negotiation strategy to win
• Comfortable positioning value at C-level
• Establish and develop Empathy quickly and effectively, across cultures and geographies.

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.

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