The Business Value Director plays a key role in enabling extensive strategic opportunities and provides critical support to the Strategic Client Executive teams that drive efficiencies, profitability to enable repeatable bid strategies throughout all stages of the bid process.  From facilitation to kick off, delivery method creation, commercial challenge, through the bid submission to interview/presentation preparation and debrief.  He/she is responsible for sharing lessons learnt and enabling continuous improvement in our bidding efforts.  This position demands a high-level of depth and breadth of delivering strategically important cloud deals and is fundamental in driving the success and rapid growth of the Cloud business in Oracle’s Strategic Accounts. 

The Team Vision is to assist in the execution of our Big Deals with the aim of increasing the size, success rate and forecast close rate of the region’s biggest opportunities and deals by focusing dedicated, integrated Strategic Account resources on:

• Customer Value.
• X-LoB Engagement.
• Consistency and Repeatability of Winning Practices.

Responsibilities:

• Lead and drive efficiency across the organization whose focus is to act as an enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and to optimize the opportunity of winning large deals.
• Creates and maintain a repository of high impact proposition which can be reutilized across the SCE Team and in other sales teams.
• Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled.
• Manage resourcing and support of global deals, based on monthly and quarterly forecasts prepared by the Sales Finance organization.
• Establish metrics and processes to improve business visibility and consistency of practices across geographies.
• Nurtures internal relationships with all levels of the sales organization to support an agile bid process by enlisting the help of senior Directors across Oracle’s Consulting, Commercial Managers, K-Act, Contracts, Migrations, Business Practices and Approvals organisations.
• Provides effective facilitation and frameworks that enable ease for strategic account sales teams to create and deliver high standard customer facing material in response to customer requirements for Cloud Transformation programs.

• Works with the account teams and customers in order to understand the requirement and deliver a high-quality document fit for purpose.
• Becomes a recognised expert in high quality propositions, ensuring that the team is seen as the exemplar and advisor to the rest of the Oracle organisation.    

• Delivers complex and challenging Cloud Proposition packages for customers.

• This position requires experience of managing both the commercial/pricing and quality/technical works streams on major bids.
• Monitor key metrics and market intelligence and benchmarking to derive insights and identify opportunities to evolve pricing and market trends.

• Codify a set of best practices and processes that can be used to drive ongoing pricing improvement.

 

Skills and Experience:

• This is a Directorship position that requires clear thinking, strong strategic skills, the ability to create empathy and rapport with internal colleagues and external clients, and a cooperative ability to constructively engage and lead the business.
• Familiar with working across Oracle teams, sales, pre-sales, consulting approvals, legal, and finance.
• Preferred - experience of Cloud transformation programs.
• Dedicated to Customer and Oracle success (win/win situations).

 

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

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 progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.