Job Description
Preferred Qualifications
Are you excited about making a difference and making an impact in Oracle’s Asia Pacific cloud business? Are you passionate about the Oracle Database and Autonomous Database? Do you have a “can-do” attitude and are you ready to lead the charge of moving Oracle Database customers into Oracle Cloud Infrastructure? If so, you are the right person for this job.
We are looking for an experienced business development manager who can lead the Go-To-Market Strategy for Oracle’s Asia Pacific Database Cloud and Autonomous business. This person will need to engage with internal and external stakeholders, partners, and customers to effectively position Oracle’s database cloud portfolio value proposition and differentiators.
This person will be working with sales, product development, global product marketing and other teams to develop compelling messaging and commercial proposals. Leads the programmatic agile sales program execution to help sales discover, progress and close opportunities at scale across the APAC region. Leads by example in developing marquee opportunities.
Responsibilities:
Identify, build and execute scalable sales programs to grow APAC Oracle Cloud Pipeline and Consumption. Tasks include - planning and providing guidance on “who to target” (prioritized target lists), “what to offer” (optimized sales execution approach, messaging, content) and “how to win” (rapid progression, differentiators, proof points, objection handling, customer stories, competition). APAC subject matter expert and “Go-To” person for the Oracle database cloud service portfolio like Autonomous Database and Database Cloud Service VM/Bare Metal. Identify and remove sales and technical roadblocks to close opportunities at scale. Support key regional opportunities and shadow the entire sales process to ensure delivery of key and referenceable wins. Build reciprocal relationships with internal and external stakeholders, partners and customers. Identify synergies across LOB and will act on opportunities to collaborate and build credibility at all levels, including Lines of Business and CxO’s. Continuous improvement with self-research, self-learning ensuring readiness on the new cloud offerings. Expected deliverables include: Deliver strong new customer and cloud consumption growth on Oracle Database Cloud Services. Develop compelling TCO comparisons and commercial proposals. Build reusable assets including key win stories, sales presentations, customer demos and other sales assets. Provide proactive feedback to product development. Provide training to effectively position the value proposition and differentiators of Oracle database cloud portfolio to all internal and external stakeholders. Drive Customer references
Competencies
Minimum of 5 years of relevant experience in cloud business development, selling cloud infrastructure (IaaS) and /or platform (PaaS) services. Minimum 8 year experience of positioning / implementing / migrating Oracle database based bespoke / custom applications in public and private clouds. Hands on experience with Oracle Database and Maximum Availability Architecture Proven track record of building compelling value proposition and positioning strong commercial proposals. Solid understanding of the IT industry Cloud landscape and market Good understanding of Cloud security, compliance, network connectivity options and approaches to move database and application workloads to cloud. Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations. Strong and creative problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment. Proven ability to work well as part of an extended sales team. Excellent written, verbal, and presentation skills in English Language Ability to crystallize complex, ambiguous information into simple, clear, value and differentiation-based messages Sales experience with a cloud vendor is desirable.
Detailed Description and Job Requirements
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.
Job
:Sales
