Oracle Key Account Director - National Security in Canberra, Australia
Key Account Director - National Security
Primarily, the Key Account Director is responsible for identifying new business opportunities and designing "go-to-market" plans to deliver measurable and significant revenues.
The Key Account Director is responsible for representing and forming a business partnership with end user customers, partners and influencer organizations and leveraging all available expertise, bringing the right skills to bear at the right point, in the right quantity.
The Key Account Director is responsible for leading a team of Managers and business development representatives. They will be the primary customer relationship manager for the National Security portfolio in the Australian Federal Government. This includes the Ministry of Home Affairs and all of its subagencies, the Attorney General’s Department and the Department of Agriculture. This will involve the orchestration, and delivery of the Oracle Value proposition to leaders in that set of accounts. They will also lead initiatives to qualify opportunities and sell the value of the Oracle solution offerings across all of Oracle’s capabilities.
The Key Account Director develops strategic and tactical plans for the account, including resourcing plans. They actively participate in the recruiting process and are expected to utilise and demonstrate their strong leadership skills in coaching and developing cross line of business teams.
The Key Account Director is responsible for providing operations management of lead qualification functions and is responsible for managing budget.
Strong track record of selling strategic solutions to the Commonwealth Government.
Strong executive networks in senior Public Sector circles.
Strong executive networks in ICT Partner organisations.
Experience qualifying prospects and customers; understanding of the sales cycle and process.
Strong Oracle product knowledge. BA/BS preferred.
Assist in the development of short, medium, and long term plans to achieve strategic objectives.
Regularly interact across functional areas with senior management or executives to ensure unit objectives are met.
Able to influence thinking or gain acceptance of others in sensitive situations is important.
Direct and ensure the implementation of operational policies through subordinate managers.
Interact internally and externally with executive management involving negotiation of difficult matters to influence policy.
Functional expertise and broad company knowledge.
Presents the Oracle value proposition to customers, based on familiarity with business environment and in-depth knowledge of offerings. Develops ongoing strategic relationships with key customers for the purpose of leveraging business opportunities. Anticipates how customers (potential and existing) can leverage Oracle's solutions to enhance their business results, and acts on such opportunities.
Ensures that the required systems, tools, and processes are in place to support implementation of operational business plans and goals. Monitors and measures achievement of goals.
Identifies changing business conditions and takes corrective action to achieve plans. Identifies, negotiates for, and mobilizes resources required to achieve business goals.
Partner Management & Development
Initiates activities to develop partner contacts to a significant level, and establishes self as a key business resource for partners. Constantly reviews/audits performance of the partner's business functions. Jointly develops strategies for developing capability. Develops significant network of influential contacts within Oracle for partners.
Adapts a leadership style to fit different situations, and focuses individual and group energies on appropriate key objectives. Inspires others to achieve a shared vision and is perceived as a role model throughout the organization.
Encourages new and better ways of operating, allowing for reasonable risk taking. Ensures appropriate support for change, driving key change initiatives. Anticipates impact of change, and develops strategies to mitigate risks. Clearly and regularly communicates the benefits and progress of change initiatives.
Advocates the use of competency-based interviewing processes to recruit talent. Personally demonstrates these processes.
Establishes systematic performance standards, and ensures that performance issues are identified and acted upon promptly. Encourages development and retention planning for top talent across own team.
Promoting Business Ethics
Encourages open, honest, and confidential dialogue without retaliation. Actively uses Oracle's Code of Ethics and Business Conduct in day-to-day activities and encourages employees and management staff to do the same. Ensures availability of compliance and ethics resources and support.
Exhibits, promotes and supports ethical behavior and business practices, encouraging and leading others to comply with Oracle's Code of Ethics and Business Conduct and provides resources and support for doing so.
Identifies external environment conditions that optimize Oracle's potential, and sets business plans accordingly. Generates alternative plans to achieve objectives when faced with a changing internal and external environment.
Expands business networks through close professional relationships. Pursues highest value alliances. Acts as a role model for building quick rapport and constructive resolution of differences.
Establishes and supports coaching strategies and processes at an organizational level. Acts as a coach and role model for motivation and development of others.
Expresses and articulates key elements of ideas or concepts (both written and verbal) in a logical, descriptive, and comprehensible manner. Anticipates reactions and responds appropriately.
Probes and listens for information from others, without interrupting or judging, in order to understand underlying issues.
Displays authority, confidence, and a significant understanding of customer's business strategies and industry trends when positioning Oracle's capabilities. Develops significant high-level customer contacts and relationships.
Influencing & Negotiation
Identifies others' needs and personal styles and links own views or position to those interests, desires, or goals to actively influence outcomes. Generates creative solutions in such a way that others choose to change their perceptions.
Exhibits high levels of energy and resolve in leading teams to successful delivery of results. Accepts full accountability for delivering results. Consistently delivers results beyond expectations.
Demonstrates comprehensive knowledge of the competitive environment and successfully preempts objections. Sources current competitive information to develop competitive strategies
Detailed Description and Job Requirements
Responsible for providing leadership to the sales and account management processes and growing Oracle’s revenues associated with the full breadth of Oracle products/ solutions for an assigned Key Account. The job represents a balanced customer relationship management effort involving sales and account management skills, product knowledge/problem-solving/solution skills, and direction of all other and necessary Oracle specialized resources assigned to the Key Account.
Owns overall Oracle leadership across all products, services and support to an Oracle Key Account (one of Oracle’s 150 to 200 top revenue producing and market leading accounts on a world-wide basis). Is the day to day senior Oracle executive business resource assigned to the Key Account. Is chartered to facilitate and own the overall account and opportunity planning process and its execution for the Key Account. Is also responsible for the Oracle communication inside our global organization and across all organizations and lines of business withing the Key Account. The key objectives of the Strategic Account Rep are to develop deep customer knowledge and influence through forging executive relationships across all Oracle lines of business, increasing Oracle’s reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Key Account
History and track record of achievement of revenue objectives. Demonstrated ability to develop and implement business/account plans. Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results. Excellent presentation skills. Experience of team management. Cross LOB/BU or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. 10 years selling and account relationship management experience with major account.
Job Type: Regular Employee Hire
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