Oracle Key Account PMO Subject Matter Expert (SME) - Business Development Consultant 5 in Irving, Texas
Engages in business development strategies and programs in support of Oracle's Sales Organization.
Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)
Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of Marketing/Business Development experience in the technology industry, preferably software industry. Experience should include relationship management. Conversant in Oracle technology and product strategies. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. BA/BS degree or equivalent, advanced degree highly desirable.
Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.
Key Account PMO Subject Matter Expert (SME) - Business Development Consultant
Responsible for the creation of programs and sales plays that enable Key Account sales reps and Key Account Directors to effectively sell Oracle License products and cloud services.
The Oracle Key Account Director owns overall leadership for an Oracle Key Account (one of Oracle s top revenue producing and market leading accounts), across all products, services and support on a worldwide basis. The Key Account Director (KAD) is the day-to-day senior Oracle executive responsible for success at the Key Account, defined as above average revenue growth and increased customer satisfaction. The KAD is chartered to develop and drive execution of a multi-year strategic plan. The KAD is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within the Key Account. The KAD must develop deep customer knowledge and then align all Oracle activities to the customer initiatives and transformations.
This Key Account PMO Subject Matter Expert (SME) plays a critical role in supporting the KADs they are assigned to.
The Key Account PMO Subject Matter Expert (SME) works closely with assigned KADs and assists the KADs by having deep experience and understanding of Oracle s sales processes, and the impact to company s financial structures and helping identify gaps between pipeline stages and budgets. The successful candidate will have a strong understanding of large deal life cycles and strategic account management and identify account plans that are deficient. The Key Account PMO Subject Matter Expert (SME) will have deep experience with Oracle technical solutions and awareness of what is needed and help realize skillset mismatch with sales reps. The successful candidate will have excellent communication skills, vision and goal setting abilities to create the right enablement collateral / materials for field use.
Key objectives of this job include:
Evaluate KAD sales strategies resulting in improved number of opportunities and increased pipeline
Decide the key influencers of KAD sales success thereby improving results and win rate from pipeline
Identify any gaps in field training and knowledge and assist in developing plan to resolve
Decide relevant information for rep communication to help drive active participation by field in sales initiatives and sales plays
Sales plays & imperatives: review market segmentation and determine action plan for sales plays and initiatives; develop sales play and teach KADs how to execute on the sales play; develop materials/ templates for reuse across Key Accounts; Interface to oracle product and marketing ecosystem to ensure imperatives and sales plays align to corporate direction
Key Account Directors: Interact directly with KADs to ensure they are enabled and skilled and they know where to go for assistance
Account Planning: Participate in account planning session, and identify opportunities for large transformational deals
*QBR: *Develop specific content for collateral used for QBRs to exec management, that involve unique topics for Key Accounts
Strategic Planning: provide strategic insight and programs to assist in reaching the targets set for the Key Accounts LOB; create materials to capture the strategic plans for Key Accounts
Asset Creation: Develop assets relating to Key Account best practices and associated tools, as well as sales materials to help close deals where needed
MBA with finance, entrepreneurship, or strategy focus;
10 years of experience within Oracle s sales ecosystem with significant focus on Key Accounts
10 years of experience in technology development and/or sales support
5 years of experience in developing processes or programs that advance specific business goals
5 years as a KAD
Title: Key Account PMO Subject Matter Expert (SME) - Business Development Consultant 5
Location: United States
Requisition ID: 19001CPP
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