Sr. Director, Customer Strategy & Deal Desk

SUMMARY:

 Oracle is a hyper scale cloud provider, aggressively rolling out a comprehensive portfolio of SaaS, PaaS and IaaS services. These services are delivering real outcomes for our customers around increasing agility, reducing risk and costs.

This role is focused on the Technology Cloud business, which is growing at twice the speed of the market, albeit from a smaller base.   As we become a significant, multi-cloud provider for our customers, it’s important that our Technology Cloud sales teams have the appropriate high value sales-plays’ content, tools, continuous enablement, references, support and measurement to be successful in their roles.

This position is to lead an Office to consistently deliver the capabilities required for the Cloud Sales strategy and execution across APAC & Japan.  Success with these capabilities will underpin a key function of the role – to drive and support large and complex cloud deals in the region.

Responsibilities:

• Large and Complex Cloud Deals
  • Program manage the pipeline, interlock and opportunity progression with the sales regions.
  • Deep process knowledge, approvals and policy knowledge across license and cloud
  • Broad technical knowledge & commercial blend, with a strong sales focused mind-set
  • Executive engagements – internal & external
  • X-lob teamwork and influence
• Sales Development & Programs
  • Provide consistent guidance for Cloud Reps with clear GTM messages and targets
  • Collaboration across the sales ecosystem (Sales, Cloud Engineer, Architects, OC and A&C) to provide the most meaningful content and support on the Sales process and on the Delivery in a standard way
  • Build a frank, bi-directional conduit with the regions on areas for improvement and removing obstacles.
  • Promoting new skills, behaviors and dynamics at scale across the region
  • Aligning Marketing & Demand Generation efforts with key priorities and initiatives
  • Creating and sustaining a self learning organization by running communities that are encouraged to share best practices and win stories (like Industries examples).
• Cloud Trials
  • Onboarding new cloud trial customers to OCI
  • Driving trials to PAYG conversion and consumption
  • Outbound trial process with BDG and sales
• Business Development shared services
  • Chair and represent JAPAC in the rollout of global campaigns, process change, toolsets
  • Customer advocacy and success sharing
  • Organization development and GTM enablement – OSPA, product management

 

Competencies

• Proven ability to work well as part of an extended sales team.
• Track record of result oriented business development driving net new business sales as well as increasing the wallet share in existing customer base.
• Creative, with strong problem solving skills to drive business change through objective, community building.
• Ability to crystallize complex , ambiguous information into simple, clear , value and differentiation based messages
• Credibility at all levels, with both customer (external) and corporate (internal) presence, across JAPAC and Global teams.
• Broad understanding of the Cloud market and IT industry including but not limited to databases, Cloud native development, Analytics, Digital engagement, and Cloud across all layers of the technology stack.
• Can do attitude, with the ability to coach /mentor people.
• Good written, verbal, and presentation skills.
• Be creative with strong problem solving skills and the ability to succeed in a fast paced environment.
• Proven ability to work well as part of an extended sales team.
• Advanced degree in Computer Engineering or similar, University/Business School degree or equivalent;

 

Overlay sales personnel providing specialist product expertise to the sales force.

Manages and directs a staff of solution specialists and/or managers in providing specific industry or product expertise to facilitate the closing of deals within sales territory. Establishes and communicates departmental objectives and implements plans to ensure attainment of business objectives. Works closely with sales management to ensure proper utilization of resources and provides justification for additional resource requests. Oversees the Interaction with sales team to architect the solution, and develop and execute solution strategies for market. Manages teams in the sales process for establishing market visibility and deal visibility. Develops forecasts. Participates in industry/product functions, seminars and round tables to remain up to date on industry or product knowledge. May deliver presentations/solutions to high level clients and industry conference attendees. May provide training to field sales on industry/solutions.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important.