Applications Major Account Executive at Oracle

Preferred Qualifications

• Experienced Senior Sales executive, with track record of successful complex sales deals, recognized for exceeding customer expectations, strategic thinking and growth acceleration
• Lead and execute an Apps multiyear strategic account plan in collaboration with Pillar ASR’s, Client Engagement leader (CEL) and Sales support functions to maximise Oracle’s revenue growth
• Establish strong, trust based,  C-level customer relationships to position Oracle’s SaaS portfolio around the customers digital transformation
• Responsible to grow the Applications Cloud base across all pillars in the Applications Major Accounts territory
• Coordinate and collaborate with the Pillar ASR’s assigned to the account and the CEL across the entire sales lifecycle in line with the Account stategy and plan
• Act as the lead negotiator for largest, most strategic and x-Pillar deals. Act as X-LOB Deals orchestator
• Execute Oracle Applications strategy throughout our Applications Major Accounts – delivery of N&E ARR and Renewals, working in full alignment with Pillar ASRs and CELs to:
  • Develop deep customer and industry knowledge to effectively influence clients through credible and relevant messaging positioning of Oracle as strategic partner (inc. use of relevant customer stories)
  • Ensure proper pipeline coverage ; get the most return from demand generation campaigns, progression, conversion and participation rates. Identify, understand and flex the optimal components of pipeline growth with relentless focus.
  • Ensure and increase upselling opportunities and renewable business in existing customers.
• Develop long-term sustainable relations with key customers and partners stakeholders
  • Ensure customers get holistic and superior value from Oracle such they accelerate their investments
  • Prepare and attend with CSMs and CEL’s the business review and value assessment meetings with Applications Major Accounts executives
  • Act as a point of escalation for issues between Oracle and existing customers and partners/implementer.
  • Ensure a proper Onboarding and Implementation Partner for new projects with the right follow up to maximize customer outcomes and to pave the way for future expansion.
• Collaborate with the supporting functions and eco-system, especially Pillars, Industry, Client Engagement, Mktg, Alliances and CSMs towards driving customer success