Enterprise Account Director (Food & Beverage GBU JAPAC)

 

 

“Helping the world’s most ambitious Food & Beverage providers transact in new ways, place their customer at the center of every business decision and deliver great guest experiences.”

 

It’s about a mantra on #Accelerate #StrongerAsOne

 

Asia Pacific & Japan is at the centre stage for the Food & Beverage Industry with large global brands, expanding customers as well as newly formed independents establishing daily.

 

With over 40 years of MICROS expertise Oracle’s Food & Beverage Global Business Unit is dedicated to helping the Food & Beverage Industry accelerate its move to the digital economy

 

The Oracle Enterprise Account Director owns overall leadership for an Oracle Enterprise Account (one of Oracle’s top revenue producing and market leading accounts), across all products, services and support, on a worldwide basis. 

The Enterprise Account Director is the day-to-day senior Oracle executive responsible for success at our Enterprise Account. The EAD must develop deep customer and industry knowledge and then influence the Enterprise Account through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a Enterprise partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.

The EAD is Oracle’s primary leader and sponsor for our customer Enterprise Account, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle products/ solutions for the Enterprise Account.

 

 

 

 

 

 

KEY RESPONSIBILITIES

• Develop and maintain the multi-year Enterprise account plan for the Enterprise Account to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.
• Representation of the interests and concerns of the customer internally in order to coordinate customer expectations and services globally.
• Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.
• Influence and lead Enterprise planning efforts within sales, product, consulting, and support pillars to ensure Enterprise Account requirements are represented.
• Manage the interface between the Enterprise Account and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence as well as continuous improvement of service delivery standards. 
• Articulates both Oracle and Enterprise Account value proposition to C-level management within both Oracle and the Account.
• Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives
• Create a quarterly business review cadence with Enterprise Account Sponsors to track our progress on aligned focus areas / work streams and other interactions
• Develop improvement plans and ensuring that these are regularly reviewed and further developed for one or more complex IT services
• Maintain regular communications with the worldwide core sales and delivery teams and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration.
• Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the Enterprise Account on a regular basis.
• Owns escalation issues for the Enterprise Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Enterprise Account and a win-win environment for the Oracle resources involved in the day-to-day operation of the Enterprise Account.
• Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought-leaders as needed to provide value to the customer.
• Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisers.
• Demonstrate a high level of business acumen and thorough understanding of the customer's business, organization, strategy and financial position.
• Responsibility for the successful delivery of services within the agreed complex SLAs
• Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs to the service delivery units.
• Proactive investigate trends and common problems, including presentation of results and derivation of measures.
• Understand Oracle’s strategies and how these translate into solutions that address customer needs.
• Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements and performance indicators, and key competitors.
• Manage and develop a team of sales representatives. 
• Sell and promote the sale of Oracle products including contract negotiation.
• Drive Enterprise and tactical planning for the account.

 

PREFERRED SKILLS & EXPERIENCE

• Proven selling and account relationship management experience with the Enterprise Account with strong knowledge and network within the account.
• 10+ years selling hardware and/or software and/or cloud solutions at a vendor and / or consulting firm.
• 5 years field sales experience (ideally with focus on the Food and Beverage industry).

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.