Sales Development & Strategy Leader – ERP and Supply Chain Cloud Applications, CEE & IL region

 

Today organizations are facing multiple challenges from disruptions of supply chains, trade relationships or financial eco-systems. In addition, new technologies like machine learning, blockchain or digital automation increase the competitive landscape of whole industries.

Oracle’s ERP cloud leverages these new technologies and provides organizations a leading platform for innovation and future growth. Our customer base is growing rapidly and so is Oracle’s cloud application’s footprint.

 

If you want to be part of the team that is driving our customer’s digital transformation in Central Eastern Europe (CEE) and Israel, is avid for innovation, understands how businesses buy and embrace large transformations in the domain of ERP and Supply Chain, this role may be for you.

 

We are looking for professionals that\:

Have gained experience in C-Level solution selling or business development with large organizations, preferably with expertise and experience in SAP ERP implementations

Have a network of CFO/CEO/COO level relationships

Have a passion for innovation for driving change that can be translated in the ability to influence multiple stakeholders

The role

 

The Sales Development & Strategy Leader is responsible for the build, sign-off and execution of the ERP Cloud Go to Market plan to upgrade Oracle’s ERP On Premise customers to the Cloud and acquire Net New customers for Oracle ERP Cloud solutions. This requires working closely with the Sales Leaders, Sales Representatives and other key stakeholders.

 

Scope of the role\:

 

• Define local Go to market plan for ERP and receive buy in from sales leader

• Identifies and influence key local stakeholders (Customer, analyst, Partners, Influencers) to move existing On Premise customers to Cloud, acquire new customers and further increase market share through planning and execution of activities working closely with other key organizations like marketing and alliances and channels

• Seen as an ERP SaaS thought leader in the market

• Work with Sales reps and Managers by; 1. Identifying buying potential and to shape the most appropriate value proposition for a target persona or customer. 2. define hooks/messages that are most effective for the sales team. 3. Track investment in activities and related KSIs are agreed with sales management

• Works with and leverages the appropriate resources and stakeholders in Oracle for the successful execution of demand generation activities

• Reports to Sales Strategy and Business Development Leader for Cloud Applications in CEE, CIS and Israel

 You will be responsible for\:

 

• Develop and drive the local Go To Market plan for the Digital Finance & Supply Chain suite

• Support strategic customer engagement; Key contributor to define ERP strategy for key customers - existing and new

• Engage and provide direction, leadership and motivation to all parties engaged in the ERP Cloud business

• Ensure that Knowledge Management occurs in the relevant Industry/Product groups sharing best practice across including related competence for customer facing staff

• Be able to articulate the ERP propositions in the business context of prospects, customers and partners.

• Drive specific sales programs

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

The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace\: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future.

You will work in matrix organization in conjunction with technical field experts, management consultants, marketing directors, sales development leads and product development. The work requires you to travel for customer interactions while virtually working with the supporting functions.

 

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).

!|!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.

Acknowledged authority within the Corporation.  Acts as a leader of large-scale company initiatives.  Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. 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 as needed. 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).!|!