Business Development Representative at Oracle

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.

Oracle is rapidly expanding the portfolio with regards to the Cloud Applications (Software as a Service). This period is a very exciting one, with ambitious growth targets aimed at garnering the #1 position in SaaS.

In order to achieve this vision, the ECEMEA Sales Development team was formed in June 2016. The team presently consists of 7 members. This team is now being increated with a view to cover more countries and to provide additional coverage for specific solution areas. This is a fantastic team role for a senior person in a highly dynamic and growing environment. The Sales Development Managers are responsible for the following activities:

• Build & own the execution strategy to improve the pipeline for specific products in specific geographies
• Plan the right type of events, attract the right profiles, execute the events and deliver the target pipe for specific pillar and specific geography.
• Execution of the Go to Market plan for Oracle’s solutions in the specified geography.
• Support and deliver at customer facing events (mainly 1:M events)
• Creation/adaption of local/industry content and active contribution to the Oracle Buzz via social media channels, thus building a large network to reach the right influencers.
• Identify, participate and deliver results by participation in relevant 3rd party events.
• Identifies and influence key local stakeholders (Customer, analyst, Partners, Influencers) to further increase market share through planning and execution of activities working closely with other key organizations like marketing, alliances and channels, the inside sales organization and the field sales organization.
• Ability to have the credibility and experience to attract the right audience to the events.
• Ensure that Knowledge Management occurs in the relevant Industry/Product groups sharing best practice across including related competence for customer facing staff

The plan should drive SaaS market growth, secure pipeline coverage in line with objectives and SaaS revenues. He/she will work closely with the Sales Leaders and other key stakeholders in the specific geography and be the person responsible and accountable for these activities.

Role Responsibilities:

• Owns the execution of the GTM plan
• Work with the other stakeholders to ensure plans and activities are understood, agreed and managed
• Monitor and review sales campaigns progress for the Region and Industry organisations
• Identify, maintain and deploy an internal network of people who can support achievement of plans and revenue objectives
• Engage with relevant Oracle Partners as appropriate
• Maintain a good understanding of the Oracle Cloud Applications and competition in the associated product areas
• Maintain an understanding of Oracle’s strategic direction within the Solution Areas
• Operate in line with Oracle’s HR policies and procedures
• Operate in line with Oracle’s processes and procedures

COMPETENCIES:

· Demand Generation / Business Development experience

· Experience in executing a defined Strategy Regional Role experience would be a plus

· Connect with Industry bodies and Professional organizations in the region.

· SaaS Product Knowledge: Awareness of the relevant product pillar and the competitive landscape in that specific area. We are not looking for a SME, but at the same time we do not want a novice who has to be trained to deliver for that specific product pillar.

· Geography Knowledge: Essential to have worked in the specific geography and having a good grasp of the geography, the culture and attitude towards SaaS in particular.

· A good business network in that specific geography is desirable.

· An expert in Communication (written, verbal and on the social media)

· Results Oriented

· Well Organized and someone who can own and deliver in a programmatic fashion