ABOUT ORACLE
The digital age has unleashed limitless potential. Skyrocketing connections are forever transforming how we work, play and live. To thrive in this emerging world, businesses need to go beyond bolting on new digital tools.
At Oracle, we are changing the world by leading a digital transformation! We help our 400,000 customers in more than 145 countries to go beyond developing digital potential to using it to achieve, grow and compete; to think, act and be Business Digital. 

• We do it by delivering innovative services that let them do more, know more and spend less. 
• We integrate every layer of the technology stack to speed time to value, maximize performance and minimise cost.
• And, we commit to meeting the needs of our customers and ensuring their success through their journey. 

DESCRIPTION
The Oracle Key Account Director owns overall leadership with ABB, across all products, services and support. The Key Account Director (KAD) is the day-to-day senior Oracle executive responsible for success at ABB. The KAD is chartered to develop and drive execution of a multi-year KA strategy. The KAD is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within ABB.
The KAD must have a proven knowledge and network with ABB and partner ecosystem. The KAD must be able to Influence the Key Account through developing credible & relevant messaging and deliver it through broad executive relationships.
The KAD is Oracle’s primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions.

Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle products/ solutions for the Key Account.

Key objectives of this job include\:

• Grow Oracle’s mindshare, cross-pillar revenue, and share of wallet with ABB. 
• Understand the Key Account business requirements and develop "tailored" Oracle solutions. 
• Introduce the Key Account to Oracle solutions & products that match known and potential business needs.
• Successfully establish the Key Account as a positive Reference Account.
  
• Demonstrate measurable progress towards an “Oracle First” relationship. 

RESPONSIBILITIES\:

• Develop and maintain the multi-year strategic account plan for ABB to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.
• Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.
• Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure ABB requirements are represented.
• Manage the interface between the ABB and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence.
• Articulates both Oracle and ABB value proposition to C-level management within both Oracle and ABB.
• Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives
• Create a quarterly business review cadence with KA Sponsors to track our progress on aligned focus areas / work streams and other interactions.

REQUIRED SKILLS/EXPERIENCE\:
· Leadership

• Ability to lead and influence across a geographically dispersed team without having a direct reporting line.
• Ability to lead and influence C-level executives of Oracle Key Accounts.

· Attention to Detail

• Follow detailed procedures and ensure accuracy in documentation and data.
• Concentrate on routine work details and organize and maintain a system of records.

· Business Acumen

• Proven knowledge and successful track record of business relation with ABB

· Communication skills

• Able to clearly express complex ideas, both in writing and verbally, to any audience.
• Able to be consistently objective and fair when dealing with sensitive situations.

· Integrity

• Able to maintain confidences.
• Fosters an ethical work environment.
• Prevents and curtails inappropriate behavior by coworkers.
• Give proper credit to others.
• Handles all situations honestly.

· Teamwork

• Able to share due credit with coworkers.
• Displays enthusiasm and promotes a friendly group-working environment.
• Works closely with other departments as necessary
• Supports group decisions and solicits opinions from coworkers.

· Negotiation

• Able to obtain agreement from multiple parties.
• Understands the decisions process and stakeholders and can drive process forwards
• Able to earn trust while working out a deal.
• Uses good timing and carefully calculated strategies when bargaining.
• Communicates the high value of services.
• Identifies hidden agendas that might interfere with resolution of terms.

· Relationship Management

• Able to develop rapport with others and recognize their concerns and feelings.
• Able to build and maintain long-term associations based on trust.
• Develops and maintains significant high-level customer executive relationships.

  Experience Requirements

· 10 years selling and account relationship management experience with major accounts.

· 10 years selling hardware and/or software.

· History and track record of achievement of revenue objectives.

· Track record of business/account plan development and execution.

· Cross-LOB team management experience - international team management is a plus.

· Undergraduate degree in business or a relevant field. Master degree is a plus.

· Fluency in German and English is required.

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

To apply please email your CV to alexandra.matei@oracle.com.

Oracle Recruiting\: "Continuously selected by our clients as the exclusive vendor of preeminent talent".

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