Job Title                               Director – Business Development ANZ (M4)

Location                               Sydney

Organization Name        Business Development

                               

 Business Development Director, ANZ Business Development Group

Description:  As the Marketing Business Development Director, you would lead a team of Business Development Consultants (BDC’s) to identify customers growth opportunities and challenges, and turn that into pipeline for sales. As a leader in Cloud technology / Data management / Analytics, Oracle serves customers with high performance application and database demands and is trusted to deliver reliable, and secure outcomes at scale. This includes helping customers making the transition from On-premise technology to Hybrid and Full Cloud, using a combination of IaaS, PaaS and SaaS solutions from Oracle.

The ANZ Business Development Director will lead the BDC team by hiring a team with a passion for cloud technology and coaching them to discovery customers seeking to transform their businesses with Cloud technologies such as Cloud Native Application Development, AI / Augmented Analytics and Autonomous Database technology. The leader will guide and coach the team to understand business transformations and uses cases for greater efficiency, better customer experiences and gain competitive advantage in each industry.

The leader will develop a plan to deliver pipeline working closely with Marketing to address interest from target marketing events and digital activity; Oracle strategy on which industries and solutions can best address customers’ needs; and lastly Sales leaders on which customers segments Business Development can best engage to drive business growth.

This role is a critical leadership role, requiring business acumen, tireless pursuit of detail, and highly disciplined sales methodology as well as stakeholder management.

Coverage:  Australia and New Zealand

Management Responsibilities:

• Defining the business plan and goal with sales leaders to meet pipeline requirements.
• Hiring and leading a diverse team of 8-15 BDC’s covering ANZ from multiple locations.   
• Ensuring robust coaching processes and one on one time with each team member and their continued career development in Oracle.
• Motivating individuals to succeed through impassioned leadership, coaching, creative sales incentives, and broadcasting of results.
• Establishing and running the business cadence for the ANZ team
• Signing off on all business criteria for opportunities and ensuring quality pipeline.
• Ensuring all key milestones for the teams are met including yearly, quarterly and KPI reviews.

• Contributing to incentive plans and SPIFFs to foster a competitive and collaborative team environment.

 

Reporting and Alignment:

 

• Working closely with the sales leaders in the business for progression of pipe to opportunity and won business.   
• Maintaining partnership with sales stakeholders and ensuring visibility into BDG contribution.
• Aligning behind key GTM strategies including sales plays and marketing lead responses.
• Facilitating close interaction with the Marketing, Strategy and Sales program teams.
• Ensuring lead to response times meet the relevant SLAs.
• Ensuring that all pipeline and progression reporting is accurate and communicated widely.
• Providing business insights and critical weekly updates to sales management.
• Providing demand generation insights, and knowledge to drive better results and collaboration.

 

Customer /Solution /Industry Knowledge:

 

• Understanding all key personas and business needs for the business portfolio.
• Sound knowledge of business practices and transformation and the drivers of change in ANZ market by key industries.
• Understanding the product solutions, key selling benefits and accessing knowledge resources.
• Acquiring and maintaining a working knowledge of the complete capabilities of Oracle service offerings.

 

Ideal Candidate:

• Min 10 years sales and people management experience
• Proven record of quota bearing role in inside sales.
• Intelligent, motivated and competitive with a “roll-up-the-sleeves” and “get the job done” attitude.
• Passion for identifying customers opportunities for transformation and helping them on that journey.
• Excellent communication (verbal, written, and presentation) and interpersonal skills (outgoing and personable). Must know how to influence.
• Inspires a team focused and collaborative environment.
• Passion for coaching emerging sales talent.
• Excellent organizational, prioritization, and time management skills.
• Ability to collect, organize, and display data in spreadsheet and powerpoint format.
• Business degree qualified.

Provides daily operations management of the inbound/outbound telemarketing call response and lead qualification functions. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages, through other managers, a team of telesales business development representatives for a territory/region. Provides operations management of inbound and outbound call response and lead qualification functions. Creates product, sales, and business function training programs. Oversees coordination of marketing (direct mail, advertising, etc.) activities with Marketing organization. Contributes to strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget.

Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge. BA/BS preferred. Experience managing staff. Assist in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interact across functional areas with senior management or executives to ensure unit objectives are met. Able to influence thinking or gain acceptance of others in sensitive situations important.