Oracle Director, Global CRO Alliances in Beavercreek, Ohio
Builds long term, strategic relationships with named and vertical business alliance partners.
Facilities the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase pentration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
Director, Global CRO Alliances
Oracle Health Sciences breaks down barriers and opens new pathways to unify people and processes, helping to bring new drugs to market faster. As the #1 provider of eClinical solutions (Everest Group, 2017), and powered by the #1 data management technology in the world (Gartner, 2017), Oracle Health Sciences is trusted by 29 of the top 30 pharma, 10 of the top 10 biotech, and 10 of the top 10 CROs for clinical trial and safety management around the globe.
Today s CROs are transitioning from a pay-per-service providers to a long-term strategic partner within the industry, but the benefits of this approach will not come from just increasing relationships, but in how sponsors leverage those relationships to introduce technology and innovation into their workflows especially with the rise of cloud-based technology solutions.
The Director, Global CRO Alliances role requires an in-depth understanding of the CRO Sales and Operations, global life sciences Clinical R&D space, clinical outsourcing and the associated eClinical applications used in the conduct of clinical trials including core technology like EDC, RTSM, CTMS, and Safety. This role will be responsible for growing Oracle s technology R&D market share in partnership with CROs through the combination of their uniquely differentiated services tied to leading technology from Oracle. In this role, the Director will have the opportunity to work with a global team of Life Sciences industry and technology experts already bringing the next generation of Clinical R&D and Healthcare applications to market.
Summary of Essential Job Functions
Comfortable operating as, influencing and contributing to senior level strategic and visionary thinking around Oracle operating as a "Trusted Partner" within the CRO market
Provide leadership, strategy, business development, enablement, and incorporation of emerging technology trends and new operating models when advising and working with CROs as partners.
Accountable for Oracle HSGBU awareness, strategy, and differentiated positioning with select tier-1 CROs.
Build and own the business plan with select CROs partners, providing necessary key performance indicator (KPI) reporting on a regular basis.
Define and manage joint GTM in areas such as new operating models, competitive differentiation, new global business services.
Identify and support creation of net new repeatable assets and services with CROs which leverages Oracle Cloud.
Initiate and develop strong, sustainable, trusted advisor-oriented partnerships across senior management, industry practice leaders, technology leaders, and client team leaders with the assigned CRO that can be leveraged to create new Cloud revenue opportunities for Oracle and unique and differentiated services for the CRO.
Develop strong sustainable relationships with Oracle senior management, direct sales teams and foster a culture of strong pro-active teaming with designated CROs.
Work with CROs to produce and harvest Cloud reference use cases and case studies to be used with perspective sponsors.
Provide thought leadership and support to teams in driving new opportunities in the CRO market.
Promote global teaming and awareness and leverage events and programs with CROs that will drive thought leadership and position them for winning new business with the use of Oracle technology.
Minimum Experience Requirements
Bachelor s Degree or equivalent preferred
Minimum 5-7 years of sales experience
10 years experience working within a global CRO
Must be able to interact with and persuade senior executives and build and sustain meaningful account relationships that span business and technical domains.
Must have the capability to package and position cloud-based solutions dynamically based on the business value drivers.
Must be able to work locally but act as part of a global team sharing regional learning s and best practices.
Strong understanding of the CRO sales operations and how to they sell into the Clinical Trial and Safety Space
Well versed in strategic account selling, relationship selling, and solution selling.
Strong leadership and coalition building skills along with the ability to manage complex cross organizational, cross company interactions.
Experience with clinical operational tasks, clinical operation applications, and/or GCP compliance as it pertains to clinical trial conduct
Proven ability to positively influence an organization, sales growth and performance with a clear track record of growing, changing and evolving a business via highly differentiated services and technology.
Excellent written, oral, and interpersonal communication skills.
Ability to travel for meetings and presentations
Title: Director, Global CRO Alliances
Location: United States
Requisition ID: 1800169C