SaaS Consulting Sales Client Account Director / Account Manager

The Consulting Client Solution Executive will be responsible for trusted, long-lasting customer relationships and ensuring customer satisfaction through sales. To achieve this, the opportunity professional would be responsible for best-in-class customer engagement and enable the expansion of the Oracle customer base.

Key Responsibilities

• Lead & manage consulting opportunity activities for Applications professional services on assigned opportunities
  
• Drive bookings for both mainstream & new business; fulfil bookings quota allocated to you
  
• Develop mid to long term account plans to achieve business growth & secure market leadership; perform overall pipeline management & regularly keep the Oracle Consulting Management informed of opportunities progress
  
• Establish strong, lasting and collaborative relationships with the Oracle Opportunity Management and Field organization, Oracle Digital Prime and the larger X-LoB teams to ensure the success of Oracle ANZ Consulting
  
• Craft the solution for winning deals
  
• Drive the opportunity management process for our clients/prospects
  
• Assist in the bid management process for clients/prospects
  
• Ensure success of each engagement both financially and from a customer satisfaction viewpoint
  
• Support successful Delivery paving way for Expansion
  
• Manage issues between Oracle and customers to achieve positive outcome

Role Requirements

You must have a strong track record with 10+ years opportunity management experience with substantial interaction experience with customer executives and decision makers. You must have Product, technology or industry expertise relevant to the practice focus with an ability to develop and maintain relationships at the executive level.

Opportunity Skills:

• Innovative thought process & customer-first mindset
  
• Consistent record of success and career stability are critical
  
• Services Opportunity experience with the Big 4, Large SI, Vendor or Business Partner is essential
  
• Demonstrated ability to lead and manage commercial and contractual negotiations
  
• Display capability of building and maintaining strong relationships with a diverse set of internal and external constituencies including senior level executives, legal, technical, finance, support, opportunity and marketing experts
  
• Manage opportunity life-cycle by analysing opportunities and presenting compelling views through the deal qualification process, engaging required internal & external resources, preparing deal close plans & tracking deals to closure
  
• Ability to analyse the opportunity landscape and construct a opportunity strategy
  
• Reasonably thorough understanding of customer landscapes in the required subject matter
  

Content Knowledge:

• Strong knowledge to communicate & discuss business process and SaaS Technology solutions with senior customer stakeholders around backoffice business applications (ERP, EPM, SCM and HCM) and business applicability of evolving technologies like BlockChain, IoT, ChatBots and Artificial Intelligence / Machine Language
  
• easonable knowledge of PaaS is required (encompassing Integration, APIs, Security, Analytics, Database, Content & Experience)
  
• What works and does not work for Cloud projects
  
• Delivery experience and knowledge on Oracle's Cloud Technology is preferred

Professional Skills:

• Ability to work within a highly competitive and complex environment
  
• Perseverant, 'can-do' attitude (i.e. seeking multiple alternatives to 'get the job done' when the initial approach doesn't succeed)
  
• High levels of energy, creativity and enthusiasm with a desire to work with a winning team
  
• Problem solver who is curious, passionate about results and highly customer focused.
  
• Proven ability to operate in a networked environment (matrix-model, multiple reporting/interaction-lines)
  
• Strong people/communication skills with fluent written and spoken English
  
• Excellent interpersonal & leadership acumen

Benefits

• Access to excellent customer base
  
• Opportunities to work on complex and varied opportunities
  
• Work with the best of industry talent with extensive Development
  
• Comprehensive corporate health insurance

Detailed Description and Job Requirements

Responsible for sales of Oracle consulting services.

Responsible for selling a sub-set of Consulting solution and services. Drive gathering and reuse of IP in positioning Consulting solutions. Demonstrates the credibility of Oracles solutions at all levels, but with a particular focus on board members and other key decision makers in the customers organization. Understands the needs and challenges of the customer and is able to link them to a set of solutions provided by Oracle. Able to provide solution demos and presentations. Provides detailed expertise in creating technical solutions for specified needs and for creating cross-solutions where needed. Drive key strategic sales programs and initiatives in alignment with License sales. Able to take a senior role on solution where necessary. Participates in strategic account planning, and can do this for major accounts where significant knowledge of a solution set, including competitive offerings, solutions enabled by the solutions, case studies of implementations, links to development teams and information on future solution development.

8-12 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong business relationships with customers so that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. 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. Bachelors degree preferred.