1+ months

Strategic Business Development - Cloud Strategy and Innovation

Oracle
Marlborough, MA 01752
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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.



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 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.



*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.*







*CLOUD STRATEGY AND OPPORTUNITY ALANYSIS TEAM*



TEAM CHARTER

* To assist field sales teams in developing comprehensive account strategies designed to maximize customer satisfaction in addition to cloud bookings and revenue

* Assistance is provided via field readiness, account planning and consultation, and deal analysis



TEAMS TASKS

* As directed by Sales GVPs and Regional/Vertical Sales SVPs, engage with account teams in one of 3 ways:

1. *High level*review of deal opportunities for financial/business/technical completeness and logic; ideally a one to three hour long conversations to set reps in right direction, or answer specific questions

2. *Mid level*review of account materials, to confirm financial/business/technical completeness and logic, and identify opportunities to expand the solution using knowledge of other deals across pillar, region and industry vertical

3. *Deep*involvement with account, helping to drive opportunities, setting a communication cadence, including all pillars and solution groups, responsible for deliverables (financial model, client presentation, internal account summaries)

* As directed by Tier 1:

1. Perform deal review, to confirm financial/business/technical completeness and logic

2. Perform margin analysis, and provide executive management with deal summaries for special discount/term consideration

* Identify trends and gaps in sales processes, and develop readiness materials and communications, for consumption across the US; distribute and support other regions as needed





SKILLS

* Financial

o Exceptional Excel skills to develop and capture complex financial TCO and ROI models, with particular focus on comparative operating and capital expenditure for potential competing solutions

o Deep understanding of Oracle revenue sources as they relate to previous and current apps and technology price lists

o Deep understanding of Oracle purchase models such and PULA/ULA, processor and user based purchasing, support streams, license-shelving rules etc.

o Experience with capital and operating spend analysis of multiple industry verticals

o Experience with analysis of client operating efficiency strategies, that focus on combining business and technical data points to justify proposed solutions

o Experience with presenting financial cases to upper and executive management

* Business

o Considerable experience with business case development and analysis

o Business strategy creation and analysis

o Market trend analysis for multiple verticals

o Value hypothesis development and value analysis, specifically tied to technology and its impact on business cycles

o Exceptional PowerPoint skills focused on executive communication that simplify complex ideas and strategies, into consumable, executive-ready concepts

o Ability to engage with client business representatives face to face, and develop a deep understanding of their current operations, solution gaps, and associated costs

* Technical

o Deep understanding of Oracle s cloud solutions

o Understanding of, and experience with, Oracle s sales processes with ability to lead account teams with influence vs. authority

o Understanding of Oracle technical license based products and their need and use within client solutions

o Ability to engage with client technical representatives face to face, and develop a deep understanding of their current technical process, solution gaps, and associated costs



Required Skills

o Bachelor's degree in Business Administration; MBA preferred

o 5-7 years of Experience in technical solution selling with extensive knowledge of cross-enterprise operations

o 3-5 years business consulting or similar experience

o Business/financial modeling and activity-based costing

o Drive to be involved with and help solve deeply complex solution sets, and their ramped deployment to solve client issues and needs

o Strong executive-level presence and business communication skills (including presentation development and public speaking)

o Ability to work independently, manage relationships with sales teams, and retain flexibility regarding the needs of sales teams in for their particular client scenarios

o A mix of technical knowledge with financial analysis experience and business process consulting is desirable. A deep focus in one of the 3 areas is strongly desired



*/At Oracle, we don t just value differenceswe celebrate them. We re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion./*

https://www.oracle.com/corporate/careers/culture/diversity.html



*Direct Recruiter Contact: Erin.d.smith@oracle.com*

* *

*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.*







**Job:** **Sales*



**Organization:** **Oracle*





**Title:** *Strategic Business Development - Cloud Strategy and Innovation*



**Location:** *United States*



**Requisition ID:** *200001V8*
Posted: 2020-01-28 Expires: 2020-04-24

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Strategic Business Development - Cloud Strategy and Innovation

Oracle
Marlborough, MA 01752

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