SHAPE TOMORROW, TODAY

What if you could shape the way companies drive and increase their business success by introducing groundbreaking  solutions in an impactful and innovative way? At Oracle, you can create Tomorrow Today together with our customers across a range of global industries as part of our Applications License Sales team.

JOIN THE APPLICATIONS LICENSE  SALES TEAM

Oracle EMEA Applications License Sales team is hiring a dynamic and energetic individual to help customers maximize their investment on E-Business Suite, Peoplesoft, JDE, Hyperion and  Siebel. The team is looking for an Large Deal Business Development Manager to support the Applications License Sales team with the acceleration of our business.

Oracle EMEA has a strong loyal applications install base, that requires support to expand & extend.  The main objective of the Large Deal BDM is to apply thier subject matter expertise in contracting to help build our large deals. This dynamic individual is responsible for building large deal constructs, negotiating these deal and linking x-lob on large ULA/PULA’s. The key objective is to accelerate pipeline.

The role requires effective integration and engagement within account teams and directly with prospective customers, to build rapport and credibility, assist in creating and delivering commercial solutions to meet the customer’s need and create win-win outcomes. The successful candidate will be required to be pro-active both externally in understanding the market, and internally applying our processes and terms to construct deals. 

 

WHAT WILL YOU DO?

• Establish a Large deal program for our Install Base, include working x-lob on ULA/PULA’s.
• Commercial modelling: - Define and negotiate commercial solutions to complex and challenging customer business requirements; driving a value based, not discount based conversation.
• Contractual negotiation:- Negotiate contractual terms and support the account team to close the transaction.
• Negotiation planning:- Ensure the sales team creates and executes a coherent negotiation strategy backed by a solid concession plan.
• Case management:- lead and manage teams in closing transformational deals (aligning close plans to key dates for processing, and driving the close process); evaluate and manage risk within a deal.
• Business practice:- Learn and maintain a leadership knowledge of Oracle policies and procedures;  
   

WHAT SKILLS DO YOU NEED?

• Excellent communication (verbal and written) skills required - used to communicating and negotiating with C Level execs; and having the ability to adapt communication style to audience
• Proven successful and highly attuned influencing skills and experienced commercial negotiator;
• Proven knowledge of contracts and commercial paperwork
• Ability to engage in multiple, complex multi-dimensional commercial negotiations at once;
• Ability to build and maintain a large internal network, and hold relationships at Sales VP level;
• Ability to effectively articulate Oracle’s position on complex issues to, both, internal stakeholders and Customer leadership
• Ability to balance and resolve competing interests/priorities 
• Excellent planning and organizational skills
• Prepared to work in, and lead virtual teams – requiring strong interpersonal skills
• Sophisticated at dealing with conflict in a constructive manner;
• Proactive, tenacious, proven track record of driving projects / tasks to completion and within specified timelines.
• Ability and confidence to challenge the status quo

 

KPIs

• Sucessful progress on the “Large Deal Program” and the pipeline creation thereof
• Value and number of opportunities on a quarterly basis
• # of deals that are successfully closed
• Achieve target number of contacts / meetings in the set of accounts allocated
• Apps License Sales revenue at regional level

 

POSITION

• IC4 and above

Sounds Like You? We Want To Hear From You! What’s In It For You? When You Grow, We Grow!

At Oracle, our success starts with people who make it happen – our employees. Therefore, Oracle is committed to providing you with the rewarding career development you’re seeking, but also with unmatched benefits that help you get the most out of your career and your life.

WHAT MAKES #ORACLETALENT?

• A network of Talented and motivated colleagues striving to excellence.
• A stimulating environment where you create your own career path.
• Professional development, training, and tools that enable you to grow.
• Flexibility to balance your life and your career, and enjoy both to the fullest.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability, and protected veterans status or any other characteristic protected by law.

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.

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. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. 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. BA/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).