Senior Manager – Strategic Clients
**Overview **
Come and join us!
This is a leadership position that requires clear thinking, strong strategic skills, the ability to build empathy and rapport with internal colleagues and external clients, and a cooperative ability to constructively engage and lead the business. The Senior Manager will train and mentor members of the organization in order to develop and uplevel deal architecture capabilities globally. They will play a key role in enabling extensive strategic opportunities and provide critical support to the Strategic Client Executive teams that drive efficiencies, profitability to enable repeatable bid strategies throughout all stages of the bid process. From facilitation to kick off, delivery method creation, commercial challenge, through the bid submission to interview/presentation preparation and debrief. They are responsible for sharing lessons learned and enabling continuous improvement in our bidding efforts.
This leadership position demands a high-level of depth and breadth of delivering strategically important cloud deals and is fundamental in driving the success and rapid growth of the Cloud business in Oracle's Strategic Accounts. The Team Vision is to assist in the execution of our Big Deals with the aim of growing the size, success rate and forecast close rate of the region's biggest opportunities and deals by focusing dedicated, coordinated Strategic Account resources on: - Customer Value - X-LoB Engagement - Consistency and Repeatability of Winning Practices
Responsibilities
- Lead and drive efficiency across the organization whose focus is to act as an enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and to optimize the opportunity of winning large deals.
- Builds and maintain a repository of high impact proposition which can be reutilized across the SCE Team and in other sales teams.
- Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled.
- Manage resourcing and support of global deals, based on monthly and quarterly forecasts prepared by the Sales Finance organization.
- Establish metrics and processes to improve business visibility and consistency of practices across geographies.
- Nurtures internal relationships with all levels of the sales organization to support an agile bid process by enlisting the help of senior leaders across Oracle's Consulting, Commercial Managers, K-Act, Contracts, Migrations, Business Practices and Approvals organizations.
- Provides effective facilitation and frameworks that enable ease for strategic account sales teams to create and deliver high standard customer facing material in response to customer requirements for Cloud Transformation programs.
- Works with the account teams and customers in order to understand the requirement and deliver a high-quality document fit for purpose.
- Becomes a recognized expert in high quality propositions, ensuring that the team is seen as the exemplar and advisor to the rest of the Oracle organization.
- Delivers sophisticated and challenging Cloud Proposition packages for customers.
This position requires experience of managing both the commercial/pricing and quality/technical works streams on major bids. Supervise key metrics and market intelligence and benchmarking to derive insights and find opportunities to evolve pricing and market trends. Codify a set of standard methodologies and processes that can be used to drive ongoing pricing improvement.
**Requirements **
- 5-8 years combined experience in similar roles in leading organizations with a dedicated focus on the Public Sector.
- Must have worked on large transformational projects or change programs (could be with consulting/advisory/SI firms)
- Deep expertise in public sector strategy and execution, focusing on Cloud, IT modernization, digitization, client experience, automation and knowledge of DRCC and NRC would be advantageous too.
- Passionate about enabling digital solutions and cloud within the industry boundaries and pushing the limits towards next levels of technology adoption.
- Action oriented with passion for fast movement but understanding the need for exceptional quality.
- Able to gain trust and credibility operating at CxO or Head of BU stakeholder
- Fluency in English is a must.
- Demonstrated ability to analyze and interpret market data.
- Very strong interpersonal skills, with demonstrated ability to orchestrate and collaborate with diverse team members and external parties.
- Ability to engage, support and motivate virtual teams and to oversee a variety of work streams simultaneously.
- Outstanding oral and written presentation communication skills.
- Must be a citizen of Singapore and be resident in Singapore - Must have demonstrated deep experience with Public Sector and National Security.
- Must have a local security clearance or the ability to get one quickly
Does this sound like you? If so, we hope to meet you!
Career Level - IC4