Oracle Business Development Representative V in Cupertino, California

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the products sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracles sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle*s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

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.

Business Development Manager Oracle Advanced Customer Services

Preferred Qualifications:

Business Development Manager - Oracle Advanced Customer Services

Why Oracle

For more than 20 years, Oracle Advanced Customer Services has been providing outstanding personalized and proactive mission critical support to our 4,000 customers in all major industries globally, offering support through every step of our customer s lifecycle.

Our industry continues to change rapidly, and we know our customers must continue to modernize. Advanced Customer Services allow our customers to minimize risk and cost, and rapidly gain business advantage by implementing and supporting each customer s unique innovation journey with highly integrated and tailored services.

Whether that journey is to modernization, Public, Private or Hybrid Cloud, our services and industry leading expertise can support our customers through each step.

Oracle Advanced Customer Services (ACS) offers the perfect opportunity to work for an organisation committed to ongoing development and sustainable success in the area of Cloud Transition Services and Cloud Managed Services. ACS is Oracle s only Enterprise Managed Services provider operating across all of Oracle s Cloud offerings to drive Business Transformation and Value for its clients. This is an exciting time to join us with our broadening footprint and expanding product range. For more information about Oracle Advanced Customer Services visit at

The role

The Business Development Manager for ACS is responsible for driving the message on the services, value and engagement profile to the market through working with relevant internal and external stakeholders, and decision makers, driving the Cloud Agenda for their organization. They will work with ACS Sales Teams to create winning Sales Strategies, assist in the development of a robust, closable opportunity and revenue pipeline quarter on quarter; establish compelling relationships and value propositions with key internal organisations to widen and reinforce the pipeline.

Scope of the role:

The ACS Business Development Manager will perform key functions in the North American Sales organization:

  1. Evangelize the ACS Portfolio with a focus on Cloud Services, both internally and externally and build broad awareness of ACS capabilities and existence. This activity will be completed using various communication platforms including social media, in-person events and speaking engagements, direct field engagement with reps and management, customer outreach and executive briefings.

  2. Enable the North American Product Sales organization on how to best position and sell Oracle s complete ACS Portfolio focusing on Cloud Transition Services and Cloud Run & Maintain Services. This will be completed using a variety of tools including, webcasts and in-person seminars, creating and curating enablement materials such as sales decks leave behinds and battle cards, leading from the front with specific customer engagement and lighthouse wins, creation and execution of sales solution campaigns as well as regular and frequent field engagement activities including QBRs, attending sales meetings, customer cloud days, etc.

  3. Partner with Product Management to provide a scaling function for field communications and sales enablement activities in order to provide 360 degree feedback of the products and services from a field and customer perspective. This will be done both ad-hoc and programmatically using customer and field engagements to regularly report back to the PM team on how the field and customers are succeeding with the service as well as which features or offerings are need to address market demands.

  4. Partner with Product Marketing to help create top level messaging related to the positioning of the ACS Portfolio and use this material to maintain consistency and clear communications throughout solution creation and sales enablement activities.

  5. Lead the effort to create cross-pillar, multi-domain, customer focused solutions and workloads that closely align to how our customers buy and address their needs. This will require this person to work collaboratively across the organization, creating partnerships and fostering cooperation among teams that may have competing interests.

The Lead position will direct this activity and partner will the other specialty leads to ensure accurate and complete representation of this specialty in any solution set. They will be responsible for specific solutions that span multiple domains which also include their specialty, acting as the subject matter expert in their specialty for the broader team. This person will use their knowledge of the specialty domains to define and develop areas where there is customer need and Oracle strength in creating field enablement around how to win in these specific areas.


Very good understanding of IT market trends

Experience with Oracle Applications, Services and Technology is must

Bachelor or Masters degree, or equivalent experience

Min 10 years of experience in IT (Cloud Sales, Consulting/Professional Services, Presales, Cloud Managed Services, etc)

Good verbal and written communication skills. Able to articulate key messages very clearly

Self confidence, investigative, creative, self starting, Results orientation, you won t be satisfied until the job is done with the right quality!


Adapting to change

Always looking to raise the bar of own skills/competencies self-development

The ideal candidate will posses both a business background that enables them to drive consensus within the sales and the product development teams, as well as a technical background that enables them to easily interact with Technical Board Mambers, software developers and architects. He/she should also have a demonstrated ability to think strategically and analytically about business, product, target market and technical challenges, with the ability to convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive is a must, as is the ability to leverage and motivate Oracle global organization to achieve results. Strong communications skills are a must. Customer / client relations experience a plus. Position requires frequent travel.

Job: *Sales

Organization: *Oracle

Title: Business Development Representative V

Location: United States

Requisition ID: 180007EY