Industry Advisors are a team of industry business experts who are invested to work with Oracle’s most strategic customers with a focus on their specific industry. The role is a senior advisory / business development role invested by Oracle to respond to and stimulate change in our most important customers.

They have deep knowledge and experience of a specific industry, having typically spent 10+ years working directly for or with the leading companies within that industry.  Recognized both internally and externally by our customers as our industry experts, they have a business transformation and innovator mindset and an understanding of the role technology and digitization play in leading modern businesses.

 

The Retail Industry Advisor will focus on a wide range of retail companies, ranging from grocery to high-end brands. They are one of Oracle’s most senior team of individual contributors having previously held senior/important positions in the industry. There are Industry Advisors based in Europe and the America’s with whom we collaborate on wider, more global challenges.

 

What You’ll Make Happen

Outbound roles:

• Co-develop/Co-create industry / business propositions that leverage Oracle technology and IP
• Use business / strategy techniques to help customers identify their business challenges
• Use innovation approaches with customers to redefine how business could be conducted
• Co-create solutions and identify the related missing, deficient business capabilities
• Take the lead in business and industry centric (non-commercial) engagement, developing a trusted advisor relationship with line of business & IT executives, typically CxO and MD level.
• Develop Oracle’s response and perspective on important business challenges in specific Financial Services customers  
• Meet with and conduct workshops with executive level customers, typically engaging at Director, Exec and Board level.
• Meet with ISVs, Startups and other important customer suppliers that form the wider competition-based ecosystem and increasingly part of responses.
• Be the face of industry innovation for Oracle (both internally and externally)
• Represent Oracle at Industry events and contribute based on your work with industry press

Inbound roles:

• Work together as a team with peer Industry Advisors to produce reusable industry change patterns based on successful transformation propositions created for specific customers
• Maintain knowledge currency (trends, regulations and business/operating models) and an understanding of cloud computing and the digital business paradigm at a business level
• Assist peer Industry Advisors where your specific industry knowledge / experience relevant to their customer
• Through specific engagements, develop, define and lead business transformational propositions responding to the customer industry challenge, collaborating with
  1. Oracle Enterprise Architects and Pre-sales product specific resources to shape and define solutions to fulfil the business capability gaps or enhancements identified
  2. Oracle Digital team experts to turn concepts into showcases and pilots
  3. “insight team” experts to co-develop financial business cases
  4. Oracle Account Directors to identify major areas where use of Oracle would enable customer business or IT transformation goals. Additionally, providing industry / business input Oracle’s customer account strategy and plan though customer and industry related insight.
  5. Oracle Line of business sales team leaders ensuring they understand the requirements for products that ultimately they sell to enable the customer /customer consumes from Oracle
• Contribute to Oracle Retail trends body of material owned by Industry Advisors (and present it both internally and with customers), Industry Solution Group and other Industry-aligned lines of business.

Desired Qualifications and Experience

 

Appropriately experienced candidates with a high potential for success as Industry Advisors are generally energetic and enthusiastic individuals who can drive idea execution in the customer possessing

• University/Business School degree or equivalent. 
• Excellent verbal and written communication skills, with ability to both develop relationships and formerly present findings and recommendations at executive and C-level
• Experience of running engaging workshops that engage mid-level customer staff
• Experience developing and communicating business change and the related capability impact (typically having led the investigation, challenge articulation and ultimate resulting proposition)
• Significant Retail experience
• Working knowledge of major regulation and reporting obligations, major risk categories and approaches to managing; major compliance categories and approaches to managing
• Working knowledge of Retail specific requirements back office functions like Finance, HR and IT
• Thought leadership within the Retail industry e.g. speaking engagements

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

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.