Oracle Deal Acceleration Director - Cloud Platform in Dubai, United Arab Emirates
Deal Acceleration Director - Cloud Platform
The Deal Acceleration Team performs a key role in the successful execution of Oracle’s Cloud Platform strategy. This is achieved through identifying and promoting deal patterns that will be attractive to our customers; providing expert insight and counsel to the EMEA sales organisation in the application of our commercial models, contractual frameworks and internal deal flows; facilitating effective collaboration with cross-function stakeholders; identifying and proposing areas for innovation or simplification that will facilitate and accelerate Oracle’s growth.
The Deal Acceleration Director EMEA will partner with Sales to provide expertise on unique or complex Cloud Platform deals. Responsibilities will include:
Providing advice on deal patterns and deal viability.
Assisting sales in developing "go-to-market" plans for specific opportunities by providing timely, responsive, high-quality guidance and feedback on all things deal-related, from initial opportunity bid/scoping/development through to contract signature.
Working in close alignment with internal functions such as Product Management, Cloud Operations, Cloud Architects, Insight, Business Development, Legal, Finance, Business Practices and Deal Management to support specific deal patterns or specific opportunities through the sales cycle.
Analysis of sales and opportunity data to identify deal patterns.
Education of commercial ‘best practice’ and promotion of successful deal patterns.
Helping to assess the internal impact of requests made by customers, ensuring that deal patterns are compliant and compatible with margin goals, optimize Oracle revenues and profitability, whilst remaining competitive and compelling from a customer perspective.
A ‘think out of the box’ attitude will be needed to propose new deal patterns and get the necessary support from cross function stakeholders in order to build new standards, promote them, educate the sales force and industrialize them. Experience:
An excellent understanding of the Cloud Platform (PaaS & IaaS) market and proven experience within enterprise IT or other ‘service’ industry, of modelling, building and selling complex deals.
The ability to identify strengths and weaknesses in competitor offerings and successfully promote Oracle’s differentiators (commercial or product related).
An understanding of internal practices, policies, sales and client requirements, evaluate requests against standards and support Sales at the different stages of the sales cycle to leverage best practices in order to accelerate the successful closing of deals.
The ability to articulate the financial impact of deal structures to key stakeholders in Sales, internal approval organizations and Deal Management (HQ Level), whilst assisting in the business justification of specific deal patterns or non-standard deal requests. Job Requirements
Bachelor’s Degree, or similar.
English proficiency at business level. Additional European languages are an advantage.
A minimum 7 to 10 years’ experience in a customer facing environment within Sales, Business Development or a ‘commercial’ role.
Experience in software licensing or complex ‘service’ arrangements
Excellent understanding of Cloud industry and specifically the Cloud Platform market
Self-motivated with ability to work to individual initiatives as well as within team
Solid understanding of legal and contractual frameworks and experience of negotiating terms and conditions.
Proven ability to build strong cross-functional relationships based on value-add service and effectively interface in complex multi-site business organization
Capability to work on internal & external financial models and helping to develop and improve these models
Exceptional leadership, communication skills and proven ability to drive teamwork
Excellent oral and written communication skills; the ability to convey complex requests in a clear, concise, timely fashion and develop and conduct effective summaries as subject matter expert
Demonstrated ability to effectively use active listening skills to understand Sales needs and change behaviors
Motivated, high-potential performer, with demonstrated ability to influence and lead
Able to solve complex problems and successfully manage ambiguity and unexpected change
Teachable and embracing of best practices and feedback as a means of continuous improvement
Experience analyzing data (Excel or other data analytics tools)
Project Management skills
Set direction of contractual negotiation strategy and capability, along with organizational structure best suited to maximize how to deliver value to the business
Drive consistency across regional teams, where legally permissible
Apply by sending your cv to email@example.com
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).
Detailed Description and Job Requirements
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 product
- s 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 Oracle's 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.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. 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. BA/BS degree or equivalent, advanced degree highly desirable.
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).
Other Locations: Ireland, Switzerland, GB-United Kingdom, Spain, Italy, AE-AE,UAE-Dubai
Job Type: Regular Employee Hire