In this role, you’ll oversee area and regional management of effective account sales teams and assist managers with a tailored approach to mobilizing and aligning teams. You’ll manage the execution and closure of sales opportunities by planning engagement and co-coordination of sales and services teams. You’ll offer new ideas and perspectives on activities which will produce significant long-term company benefit.
- Driving the implementation of Oracle’s Technology strategy throughout the territory.
- Maintaining an understanding of designated markets in order to identify and prioritize key opportunities.
- Developing and communicating a pipeline of future business that underwrites targets; providing revenue forecasts.
- Creating compelling value propositions for Oracle’s solutions.
- Defining appropriate channels to market and driving multiple lines of engagements to win business.
- Ensuring all contractual agreements between Oracle and the customer are fulfilled.
- Ensuring high levels of customer satisfaction within assigned accounts; acting as a point of escalation for issues between Oracle and selected top customers.
- Reviewing performance and mentoring team members to achieve their personal development goals.
- A proven track record of driving revenue growth. Business Growth & Budget delivery (as well as Business Transformation)
- Exceeding customer expectations
- Consistent execution of strategy & governance discipline throughout the region
- Personally working with customers to support and advocate for the largest sales opportunities.
- Monitoring sales forecasts, activities, and plans to ensure smart decision making.
- Managing non-standard bids and proposals through to approval and agreeing revenue recognition.
- Building and maintaining an industry customer reference program; initiating demand generation and marketing programs. Attend, host, and speak at industry marketing events
Year One Critical Success Factors
- Inspire, motivate, energize and weld together the Technology organization into a single integrated team.
- Be the primary France region representative and ambassador for the business unit to all external stakeholders, e.g. customers, partners, governmental bodies, social partners, media, the community and internal stakeholders, e.g. employees
Preferred Skills and Experience
- At least 10 years of people management experience.
- Track record in positioning and selling large and complex projects.
- Best-in-class enterprise sales experience. Track record in business growth and budget delivery, exceeding customer expectations.
- Ability to build and maintain long-lasting business relationships. C-level relationships with key clients in the region.
- Excellent leadership skills – inspirational and engaging – able to make people work as a team.
- Strong communication, negotiation, and presentation skills.
- A natural leader who can effectively influence a team.
- Experience in driving a business in transformation within a complex environment.
- Ability to establish a vision and execute it, very action driven, highly operational, hands on while being able to run the business in a strategic way.
- Strong analytical skills with the ability to communicate complex ideas.
- Willingness to travel for business purposes, as needed.
- Technical aptitude and business acumen. Good knowledge of Data Management in general.
- Hands on - you don’t just talk the talk. You’re keen to roll up your sleeves and make an impact.
- Positive mind-set, focused on action and execution.
- Innovation, drive, excellent collaborative skills, working as a team with Software sales business.
- Deep product and market expertise including customer needs, the competitive landscape, and key trends in the industry.
Leadership Competencies
- Performance, drive, and execution—Holds self and others accountable for delivering shareholder value. Creates and instills a performance driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.
- Strategic Planning—experience or able to demonstrate strategic planning and execution. Can devise effective growth strategies for sales in France.
- Financial Acumen—should possess financial acumen to understand the financial metrics of sales operations for critical decision-making and driving revenue growth.
- Relationship Management with Partners and Stakeholders—experience in handling relationships with partners, stakeholders, and other critical external entities who can influence sales prospects.
- Collaboration—Fosters collaboration between business leaders. Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues. Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes. Aligns strategic priorities of own area with the direction and priorities of the broader organization.
- Communicating for impact—Ensures clarity around organization's strategic intent and business objectives. Champions strategic initiatives in ways that generate organization-wide understanding and support. Builds confidence and inspires support through a convincing presentation style.
- Inspirational leadership—Establishes and models authentic leadership across internal and external boundaries. Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.
- Competitive edge—Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions. Builds long-term business value. Creates a culture of innovation and encourages entrepreneurship. Strategically develops a range of options/paths to achieve business objectives within a changing environment.
- Change agility—Initiates strategic change initiatives in anticipation of a changing external environment. Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment. Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others
- Mastering complexity—Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries. Creates an environment of personal accountability and ownership for problem solving.
- Technology Trends Awareness—Able to keep up with the latest technology trends and know how to incorporate them into the sales development strategy to reach or exceed sales targets.
Education
A Bachelors’ degree is preferred. An advanced degree is a plus.
Career Level - M6