As part of a team with NA focus this person will help provide industry specific customer value propositions and thought leadership and identify for our customers. The position will require the person to lead the development of industry / customer specific tools and processes to be leveraged by the sales, marketing and consulting organizations in their respective roles. This person will be a leader in Oracle’s efforts to scale up value-selling capabilities through the development & launch of self-service field sales tools & resources.  With a focus on thought, program and field sales leadership, this person will engage as a business value authority across multiple industry & solution areas, and evangelize concept / tools of value selling and enable extended teams, and help scale value.

Primary roles include the following:

Guiding the strategy & development of new automated content delivery & business case development tools.

Leveraging Oracle subject matter authorities to design & drive the right level of industry, solution & value content in the tools

In addition, their responsibilities will include direct deal support with the following responsibilities:

1.) Identifying key industry/company specific strategies and opportunities.

2.) Assessing customer's current and target capabilities.

3.) Developing cases for customers achieving target capabilities.

4.) Building the various sales teams skills in strategic assessments and value proposition development.

5.) Assisting the sales teams in account planning.

Leads solution opportunities to obtain appropriate and necessary resources for all qualified opportunities.  Partners with Cloud Platform Rep, & technology SC, to qualify and close new business on Oracle solutions. Provides with a clear value perspective to facilitate the closing of deals within sales representative’s territory. Interacts with sales team to architect solution value, develop and execute solution strategies for market.

Working directly with field sales as well as prospects in driving the development of customer-specific value propositions and building of business cases as part of the deal close process.  This includes training various field organizations on value tools & consultative selling process, supporting the field on active engagements, and working with customers on more strategic or complex engagements.

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.

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 applicable experience. Subject matter expertise in industry/product space.

Must possess knowledge of key industry leaders and management. Knowledge of Oracle competition.

Presentation and product demonstration experience. Previous consultative selling experience a plus.

Excellent communication, negotiating, and closing skills with prospects and customers.

ACCOMPLISHMENTS:

1.) Industry Experience: 8 – 10 years of experience in operations and strategy development. Consistent track record of impact and ability to lead improvement initiatives.

2.) Consulting Experience: Experience with a major consulting firm in helping C-level executive define the strategic corporate agenda (or equivalent experience within a corporation advising senior management).

3.) Software Sales Experience: Validated experience handling complex sales cycles and/or to sell concepts/ideas to C-level executives.

SKILLS/KNOWLEDGE:

1.) Industry Specific Knowledge.

2.) Functional Best Practice Knowledge: Industry specific best practice knowledge in at least one of the key solution areas (Customer relationship management, Supply Chain, Management & Control, Information Technology).

3.) Communication/ Problem Solving Skills: Exceptional business problem solving combined with strong social skills. Outstanding oral and presentation communication skills.

4.)    Business Case Development experience, focusing on both strategic & qualitative as well as quantitative value drivers.

Preferred EDUCATION:

MBA preferred from a top-rated business school 2.) Undergraduate degree (preferably in a quantitative field).

Career Level - IC4