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Business Development Snr Director (US-NSG) (20000ZYG)


Business Analyst



Reston, Virginia, United States

"**Business Development Snr Director (US-NSG)****Preferred Qualifications**The NSG Business Development Senior Director is a senior leader responsible for managing a team of Business Development Representatives. In this stimulating role, s/he will consistently meet with potential and current customers to build pipeline. The Business Development team is a customer-facing group, directly responsible for uncovering and generating net new revenue opportunities. This Senior Director will lead a team of professionals that present NSG & Oracle Cloud value propositions to both business and mission leaders to build pipeline. S/he will be responsible for qualifying and progressing strategic opportunities from start to a successful business win. This Leader's relevant experience will help contribute to strategic and tactical planning for the division, and be responsible for coaching, performance management, and career development of the business development team.**Specific Responsibilities:**+ **Understand the Oracle portfolio and understand the Oracle and NSG story, solutions and technologies.** Effectively relate specific customer-focused use cases for Oracle solution. Communicate new end-user mission and technical requirements to Oracle.+ **Build & Maintain Relationships within assigned account(s).** Leverage IC relationships with key influencers and decision makers in both the government and System Integrator (SI) community. Recognize the customer priorities, programs and initiatives. Create and maintain influence maps.+ **Identify noteworthy new business opportunities and design go-to-market plans to deliver measurable and significant revenues across the portfolio of accounts.** The BD team will pursue strategic needle mover sales opportunities and carry the baton in the beginning of the sales cycle.+ **Be the leader of large-scale company and NSG initiatives.** Viewed by peers as a leader, top-line contributor and key business partner.+ **Elevate Oracle's strategic status with key System Integrator partners for the account(s).** Drive executive capture & technology relationships. Push go-to-market solutions that will allow System Integrators to differentiate in the market and influence end-user customer requirements.+ **Drive adoption of Oracle technology in existing programs.** Know the key existing programs in assigned account(s) and the System Integrators who hold the contracts. Develop relationships with System Integrator program leadership. Demonstrate and prove how Oracle solutions can minimize costs, meet schedules & service level agreements, and/or expand the contract scope.+ **Manage the teams funnel of pre-award & post award opportunities.** Focus on the largest, long-term opportunities. Be responsible for understanding Oracles value proposition in these important initiatives, build & execute campaigns to position Oracle technology. Understand the strengths and weaknesses of competition and how to positively position Oracle.**PREFERRED SKILLS & EXPERIENCE**This manager will have working experience and success in the national security market. Ideally, s/he will be a creator, builder, analyzer, optimizer someone who instinctively analyzes and pursues opportunities through to a successful outcome.**More specifically, s/he will have the experience described below** :+ U.S. Citizenship with an active TS/SCI clearance with ability to successfully obtain a full-scope polygraph.+ Proven working knowledge of the national security market. Know the top initiatives and programs across the IC.+ People management experience: 12 years with progressively increased responsibility in business development, sales or sales management. Proven ability to hire and grow high performers. Ensure excellent execution by team.+ 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 contacts in the IC, the partner ecosystem and the key System Integrators.+ Knowledge of Shipley Business Development Lifecyle methodology a strong plus.+ Demonstrate the ability to work in a fast-paced, ambiguous environment while prioritizing and managing multiple responsibilities.+ Strong oral and written communication skills at the executive level and a proven ability to influence others internally and externally. Able to handle challenging meetings with internal and external executives.+ Possess a basic understanding of core information technology and cloud concepts.+ Proven track record in making departmental staffing decisions, including recruiting, hiring, training and supervising all program management office personnel.+ Passion for and ability to have cross-industry consultative conversations regarding business challenges and opportunities building trusted advisory relationships with customers.+ Expertise in area of focus, including customer needs and key trends within the intelligence community.+ Hands on not just a leader/talker but also wants to roll up her/his sleeves to get the job done.+ A strong focus on ownership and execution. An executive with the appropriate level of drive and toughness to effectively manage in a fast-paced and at time ambiguous environment, ensuring results and deadlines are achieved.+ A strong balance of strategic and tactical skills, with a high level of intellectual, agility and capacity for original thought.+ Focuses on actions and outcomes; driven to over achieve.**LEADERSHIP COMPETENCIES**+ **Performance Drive & Execution** Holds self and others accountable for delivering shareholder value. Creates and instills a performance driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.+ **Collaboration** Fosters collaboration between business leaders. Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues. Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes. Aligns strategic priorities of own area with the direction and priorities of the broader organization.+ **Communicating for Impact** Ensures clarity around organization's strategic intent and business objectives. Champions strategic initiatives in ways that generate organization-wide understanding and support. Builds confidence and inspires support through a convincing presentation style.+ **Inspirational Leadership** Establishes and models authentic leadership across internal and external boundaries. Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.+ **Competitive Edge** Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions. Builds long-term business value. Creates a culture of innovation and encourages entrepreneurship. Strategically develops a range of options/paths to achieve business objectives within a changing environment.+ **Change Agility** Initiates strategic change initiatives in anticipation of a changing external environment. Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment. Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others+ **Mastering Complexity** Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries. Creates an environment of personal accountability and ownership for problem-solving.**EDUCATION**A Bachelors degree is preferred. An advanced degree is a plus.**ADDITIONAL INFORMATION (FOR USA ROLES ONLY)**As part of Oracle's U.S. employment process, candidates will be required to complete a background check, prior to an offer being extended. These background checks include:+ Prior Employment Verification.+ Education Verification.+ Social Security Trace.+ Criminal Background Check.+ Motor Vehicles Records (where required for position).**_Oracle Supports Workforce Diversity_****ABOUT ORACLE**For more than four decades, Oracle has delivered innovation on which entire industries have been built. Here are some key facts and figures from our 2019 fiscal year that highlight the many ways that we continue to deliver that innovation to our customers, partners and communities.+ Worlds first autonomous database.+ # 1 provider of business software with a broad portfolio of solutions for companies of all sizes.+ Industrys broadest and deepest suite of cloud applications.+ #19 of 100 Top Global Brands.+ More than 18,000 patents worldwide.+ 38,000 developers and engineers.+ 19,000 implementation consultants.+ 5 million registered members of the Oracle Developer Community.**Detailed Description and Job Requirements**Manages a team that is responsible for identifying relevant new business opportunities and designing "go-to-market" plans to deliver measurable and significant revenues. Consistently meets with potential customers and current customers to build pipeline.Manages, through managers and directors, a team of business development representatives for a territory/region. The team is actively and frequently customer facing, providing the value proposition to business or org leaders, qualifying opportunities, and selling the value of the oracle solution. Provides operations management of lead qualification functions. Contributes to strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget.Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge. BA/BS preferred. Experience managing staff. 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.**Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.****Job:** Sales**Location:** US-VA,Virginia-Reston**Job Type:** Regular Employee Hire**Organization:** Oracle"