Key Account Director Rabobank

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• We do it by delivering innovative services that let them do more, know more and spend less.

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DESCRIPTION

The Oracle Key Account Director owns overall leadership with Rabobank, across all products, services and support. The Key Account Director (KAD) is the day-to-day senior Oracle executive responsible for success for Rabobank and for Oracle.

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 Rabobank and it’s international subsidiaries.

The KAD must have a proven knowledge and network within Rabobank 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\:

• Success for Rabobank, with Oracle solutions, driving the bank’s success with our industry focused solutions.

• Grow Oracle’s mindshare, cross-pillar revenue, and share of wallet with the Rabobank.

• 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.

RESPONSIBILITIES

• Develop and maintain the multi-year strategic account plan for Rabobank 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 Rabobank’s requirements are represented.

• Manage the interface between Rabobank 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 Rabobank value proposition to C-level management within both Oracle and Rabobank.

• 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
o Ability to lead and influence across a geographically dispersed team without having a direct reporting line.

o Ability to lead and influence C-level executives of Oracle Key Accounts.

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

Business Acumen
o Proven knowledge and successful track record of business relation with financial services industry.

Communication skills
o Able to clearly express complex ideas, both in writing and verbally, to any audience.

o Able to be consistently objective and fair when dealing with sensitive situations.

Integrity
o Able to maintain confidences.

o Fosters an ethical work environment.
o Prevents and curtails inappropriate behavior by coworkers.

o Give proper credit to others.
o Handles all situations honestly.

Teamwork
o Able to share due credit with coworkers.
o Displays enthusiasm and promotes a friendly group working environment.

o Works closely with other departments as necessary
o Supports group decisions and solicits opinions from coworkers.

???? Negotiation
o Able to obtain agreement from multiple parties.

o Understands the decisions process and stakeholders and can drive process forwards

o Able to earn trust while working out a deal.
o Uses good timing and carefully calculated strategies when bargaining.
o Communicates the high value of services.

o Identifies hidden agendas that might interfere with resolution of terms.

Relationship Management
o Able to develop rapport with others and recognize their concerns and feelings.

o Able to build and maintain long-term associations based on trust.
o Develops and maintains significant high-level customer executive relationships.

Experience Requirements

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

o 6 years selling and account relationship management experience with financial services sector.

• 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. Masters degree is a plus.

• Fluency in Dutch 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.

For more information please contact anna.cvajnigova@oracle.com

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 providing leadership to the sales and account management processes and growing Oracle’s revenues associated with the full breadth of Oracle products/ solutions for an assigned Key Account. The job represents a balanced customer relationship management effort involving sales and account management skills, product knowledge/problem-solving/solution skills, and direction of all other and necessary Oracle specialized resources assigned to the Key Account.

Owns overall Oracle leadership across all products, services and support to an Oracle Key Account (one of Oracle’s 150 to 200 top revenue producing and market leading accounts on a world-wide basis). Is the day to day senior Oracle executive business resource assigned to the Key Account.  Is chartered to facilitate and own the overall account and opportunity planning process and its execution for the Key Account. Is also responsible for the Oracle communication inside our global organization and across all organizations and lines of business withing the Key Account.  The key objectives of the Strategic Account Rep are to develop deep customer knowledge and influence through forging executive relationships across all Oracle lines of business, increasing Oracle’s reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Key Account

History and track record of achievement of revenue objectives. Demonstrated ability to develop and implement business/account plans. Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results. Excellent presentation skills. Experience of team management. Cross LOB/BU or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. 10 years selling and account relationship management experience with major account.

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).!|!