As the Sales Programs Manager for the ASEAN sales organization, you will focus on development and execution sales programs and initiatives across the region. This includes sales plays which are prescriptive sales motions or campaigns that help sales teams focus on a set of activities and enablement to be able to successfully sell a specific set of services or solutions to target customers, to build our sales pipeline and generate revenue. 

For this individual contributor role, you will help define the execution framework for sales plays, and support management of the overall operations (e.g. cadence of activities, performance reports, measures of success, etc.), and work with key stakeholders across multiple functions (such as sales, field enablement, marketing and partner functions) and countries as we develop, launch and execute sales plays. As part of a broader sales Strategy & Engagement team for APJ, you will also have the opportunity to contribute to other high-impact initiatives that help the front-line drive sales pipeline and revenue.

 

The ideal candidate is highly analytical, resourceful, customer-focused, and collaborative. They will have experience building and supporting sales programs or business initiatives, strong understanding of commercial businesses and the underlying analytics, and will be comfortable working with CRM and BI tools. They will be well organized self-starters, with strong project management and stakeholder engagement skills to execute sales programs at speed with high standards.

 

Responsibilities

• Develop and execute successful sales programs activities – direct and through partners in conjunction with Sales teams. These campaigns focus purely on volume market (can be extended to enterprise segment) and will be both; solution focused and/or specifically targeting a vertical/industry. 
• Business acumen, data driven, ability to read the pulse of the market and translate it to Demand gen programs.
• Own the end-to-end process of planning to execution of high business impact programs. 
• Communicate the campaign progress and outputs to Oracle sales team, who turn the campaign leads (responses) into new business opportunities and pipeline. 
• Achieve the targeted ROI from the activities – number of leads (responses), conversion rate (lead to new business opportunity), pipleine and converstion to revenue.
• Convert cluster specific Go to Market model into revenue enabling campaigns and sales initiatives for the enterprise to small and medium companies to cover the pipeline gaps in different market segments.
• Pro-actively seek inputs and stimulate discussion with Sales Management, Channel and Marketing teams.
• Engage and manage third party suppliers – agencies and vendors.
• Own the fund for the territory to execute the campaigns against the original plan.
• Manage all related stakeholders’ communication and expectations for the assigned territories.
• Build yearly and quarterly budget and campaigns plan for the assigned clusters based on sales inputs and market demand in alignment with the Sales leaders and GTM strategy.
• Liaise the Go-To-Market plan for the assigned cluster with local and regional Sales Managers and Partner Management and coordinate with regional Marketing.
• Ensure Sales Programs plan is delivering the expected pipeline results and be agile to adjust fast and upscale the activities when appropriate. 
• Create and share best practices and be the market representative at regional level
• Be the trusted business partner for Sales and extend support for sales processes.

 

Qualifications:

• 10+ years of work experience in business development, marketing or program management
• Budget planning skills and Campaign Development Framework background 
• Solid business acumen and understanding of IT environments, social selling, and marketing. 
• Fluency in English, excellent verbal and written communication skills and persuasive skills essential
• Excellent organizational and administrative skills, attention to detail and focus on results
• Team player, Quality driven: your credibility and ability to influence the business depends of the quality of your work
• High level of energy, drive, enthusiasm and commitment
• Flexibility and ability to work in a dynamic, international environment and openness to learn
• Ability to self-manage, with strong organizational and planning skills essential
• Self- motivated to continuously expand personal professional knowledge
• Ability to work in a high pressured, fast moving and challenging environment.
• Knowledge of Oracle’s products and experience with channel marketing and sales is an advantage.

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. 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. BA/BS degree or equivalent, advanced degree highly desirable.