EMEA ERP Strategy & GTM Senior Director

Oracle is a global leader as a provider of Finance and Supply chain application software in the cloud.  The EMEA Applications team’s overall mission for Finance and Supply Chain is to support the Field execution organizations and Oracle ERP and EPM Cloud business growth with a strong focus on the Financial Services, Retail and Manufacturing industries. The EMEA ERP Strategy Director’s main responsibility will be to define disruptive ERP Strategy to increase Oracle market share in major industries. The core objectives will be\:

·      Define Competitive ERP Strategy
EMEA and Local strategies for key markets such as Benelux, France, UK, Netherlands and Gulf and Saudi.

·      Content creation & Regional Sales support
Definition of Sales plays and Content capable of supporting new strategies, Transformational deals and marketing campaigns. Support Key Accounts Directors (KAD) and Lead Accounts Managers (LAM) enablement on transformational sales plays

·      Strategy Leadership
Evangelising New Oracle’s value propositions and strategies, identifying industry best practice examples, thought leadership in collaboration with Local Sales Development and Local Sales teams. Responsible of delivery to Customer Events, Strategic customer meetings, Partner events

SCOPE\:

The EMEA Strategy Senior Director will work closely with Product Development, the EMEA solutions director, Cloud Architects and Regional Sales leaders to define the new strategies, Sales plays and initiatives to support overall ERP Cloud growth in new markets and transformational deal (single and multi-pillars).

The EMEA ERP Strategy Director will cover Oracle’s end-to-end ERP Cloud solution portfolio including, Financial Management, Project management, Procurement, Sourcing, Manufacturing. This role requires close communication, alignment and guidance across different stakeholders such as ERP Product Marketing, Insights, Cloud Architect, ERP sales management and Sales Development, Application Sales Representatives, Corporate and Operational Marketing, Sales Consulting as well as Global Alliances.

Overall objective is to ensure ERP SaaS Growth in new markets, a better coordination and focus on Oracle Strategic objectives

RESPONSIBILITIES\:

Thought Leadership and Strategic Programs

·      Define overall strategy for key strategic markets in collaboration with Senior Vice Presidents and  regional sales leaders

·      Key contact for ERP Strategy\: Markets trends, Influencer on overall strategy and focus area

·      Manage Market analysis and Support to Budget definition with Regional Sales VP’s and Business operations

·      Gather and utilize regional competitive insights and analysis to define new competitive programs and Sales plays

·      Support Marketing on key Events to present overall Applications/Solutions Strategy

·      Influence and validate ERP Product Marketing Strategy and Programs with EMEA product Marketing team

Solution / Business processes specialist

·       Ensure a deep understanding of ERP business processes challenges and transformation (Digital , structural etc..) and share this with ERPM Sales Development and Sales   community

·       Ensure a deep knowledge of product evolutions

·       Support sales on “innovative opportunities” (new market segment or new solution).

·       Understand overall HR and Finance transformation drivers and identify synergies

Strategic and Transformational Deal support

·      Support ERP top deals on request of the sales organization and KAD organization

·      Support ERP deals when related to EMEA Programs (Install Base Migration, Competition Replacement)

·      Support Transformation deals

ACCOUNTABILITIES\:

·      Identify, maintain and deploy an internal network of people who can support achievement of plans and revenue objectives

·      Engage with relevant Oracle Partners as appropriate

·      Maintain an up to date understanding and knowledge of the market and competition in the associated product areas

·      Maintain an understanding of Oracle’s strategic direction within the Solution Areas and ERP Product group

·      Operate in line with Oracle's HR policies and procedures

·      Operate in line with Oracle's processes and procedures

COMPETENCIES\:

Subject Matter Expertise

o    Minimum of 10 years’ experience of end-to-end Financial and manufacturing processes and best practices

o    Demonstrable strong experience of Core ERP, Procure To pay, Order To Cash Plan to Produce processes

o    Experience in Regional responsibilities (EMEA)

o    Strong Management experience

o    Strong understanding of SAP solutions, ERP market and SaaS Offerings

o    Ability to talk to CFO’s, CPOs, Finance Directors, CIOs, practitioners and experts in customers, consulting companies and partners on a peer to peer basis.

Professional & Personal Competencies\:

o   Educated to degree level

o   Opportunity and customer focus

o   Project Management Skills

o   Building Relationships

o   Influencing and Negotiating

o   Communication

o   Results Orientation

o   Decision Making

o   Coaching

o   Planning & Organising (Ability to work on multiple programmes and initiatives in parallel)

o   Organisational Awareness

o   Ability to engage in business in English

o   Ability to travel frequently in Europe and from time to time in Middle East and Africa

Business Competencies\:

o   Business Management

o   Business Development