Oracle Industry Innovation Advisor - Travel Industry & Railway in Cinisello Balsamo, Italy

Industry Innovation Advisor - Travel Industry & Railway

Preferred Qualifications

Industry Innovation Advisor – Travel & Transportation Industry

Oracle Consulting EMEA – main hiring locations: France or Italy

Context

Due to our high growth in 2016/2017 (revenue of 37.7bn USD; 60 % of cloud growth) Oracle offers the perfect opportunity to work on the forefront of complex and challenging digital transformation projects for our largest clients.

Oracle’s Innovation Advisors are industry business transformation experts who work purely with our strategic key customers. The role is a senior advisory / business development role invested by Oracle to respond to an accelerated buying environment where industry experience and business acumen have replaced product knowledge and solution demonstrations as the primary forms of differentiation

Typically involved at the start and throughout an engagement, they are able to explain in great detail the trends affecting each industry they work in, positioning Oracle's key differentiators and can bring tried and test industry solutions to bear.

They have deep knowledge and experience of a specific industry, having typically spent 15 years working directly for or with the leading companies within a specific industry. Recognized both internally and externally by our customers as our industry experts, they have a business transformation and innovator mindset and an understanding of the role technology and digitization play in leading modern businesses.

The EMEA Travel & Transportation Innovation Advisors group focus on EMEAs top logistic, travel or freight forwarding companies. They are one of Oracle’s most senior teams of individual contributors having previously held senior/important positions in the T&T industry. There are also sister teams based in APAC and the America’s with whom they collaborate on more global challenges.

What You’ll Make Happen

Outbound roles:

  • Co-develop/ Co-create industry / business propositions that leverage Oracle technology and IP

  • Use business / strategy techniques to help customers identify their business challenges

  • Use innovation approaches with customers to redefine how business could be conducted

  • Co-create solutions and identify the related missing, deficient business capabilities

  • Take the lead in business and industry centric (non-commercial) engagement, developing a trusted advisor relationship with line of business & IT executives, typically CxO and MD level.

  • Develop Oracle’s response and perspective on important business challenges in specific T&T customers

  • Meet with and conduct workshops with executive level customers, typically engaging at Director, Exec and Board level.

  • Meet with Startups and other important customer suppliers that form the wider coopetition based ecosystem and increasingly part of responses.

  • Be the face of industry innovation for Oracle (both internally and externally)

  • Represent Oracle at Industry events contribute based on your work to industry press

Inbound roles:

  • Work together as a team with peer Innovation Advisors to produce reusable industry change patterns based on successful transformation propositions created for specific customers

  • Maintain knowledge currency (trends, regulations and business/operating models) and an understanding of cloud computing and the digital business paradigm at a business level

  • Assist peer Innovation Advisors where your specific industry knowledge / experience relevant to their customer

  • Contribute to Oracle T&T Trends body of material owned by Innovation Advisors (and present it both internally and with customers)

  • Through specific engagements, develop, define and lead business transformational propositions responding to the customer industry challenge, collaborating with

  • Oracle Enterprise Architects and Pre-sales product specific resources to shape and define solutions to fulfil the business capability gaps or enhancements identified

  • Oracle Digital team experts to turn concepts into showcases and pilots

  • Oracle “Insight” team experts to co-develop financial business cases

  • Oracle Account Directors to identify major areas where use of Oracle would enable customer business or IT transformation goals. Additionally providing industry / business input Oracle’s customer account strategy and plan though customer and industry related insight.

  • Oracle Line of business sales team leaders ensuring they understand the requirements for products that ultimately they sell to enable the customer /customer consumes from Oracle

Desired Qualifications and Experience

Appropriately experienced candidates with a high potential for success as Innovation Advisors are generally energetic and enthusiastic individuals who can drive idea execution in the customer possessing

  • University/Business School degree or equivalent

  • MBA or equivalent or equivalent to logistics/SCM/economics post degree qualifications highly desirable

  • Excellent verbal and written communication skills, with ability to both develop relationships and formerly present findings and recommendations at executive and C-level

  • Experience of running engaging workshops that engage mid/senior level customer staff

  • Experience developing and communicating business change and the related capability impact (typically having led the investigation, challenge articulation and ultimate resulting proposition)

  • Significant banking experience working in one or more multiple T&T sectors i.e. Airlines, Railway or freight forwarding companies

  • Knowledge of T&T business models and ability to apply/relate them to real organisations

  • Broad knowledge of new business models set to disruptive traditional transportation services

  • Working knowledge of major regulation obligations on

  • Working knowledge of T&T Services specific requirements back office functions like Finance, HR and IT

  • Evidenseable thought leadership within the finance industry e.g. speaking engagements

The successful candidate’s background could be:

  • Senior Manager or Managing Director/Partner level management consultant focused on the Travel & Transportation sector (e.g. with a focus on Innovation, Front/Back-Office Transformation)

  • Head of Innovation / Chief Digital Officer within an established or large challenger

  • Leader within an established or large challenger T&T Services provider’s Strategy or Transformation & Change function

  • Chief Operating Officer / LOB Chief Operating Officer within an established or large challenger T&T Services provider

Position-specific profile requirements (summary):

  • T&T Services Experience, specifically with railway/airline companies or freight forwarders

  • English fluency

  • Willingness to travel within EMEA and occasionally globally to Oracle and Customer offices

If you have any questions, contact our Lead Recruiter Felix Wehmeyer via felix.wehmeyer@oracle.com

Detailed Description and Job Requirements

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. 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.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: IT-IT,Italy-Cinisello Balsamo

Other Locations: DE-DE,Germany-Potsdam, DE-DE,Germany-Dreieich-Sprendlingen, FR-FR,France-COLOMBES Cedex, DE-DE,Germany-Muenchen, IT-IT,Italy-Rome, DE-DE,Germany-Duesseldorf

Job Type: Regular Employee Hire

Organization: Oracle