Oracle Sales Consulting Director - APAC Tech SSC Interactive in Kuala Lumpur, Malaysia

Sales Consulting Director - APAC Tech SSC Interactive

Preferred Qualifications

SaaS (CX, HCM, ERP/EPM/SCM) Sales Consulting Leader – Remote Sales Consulting Organization (Interactive) Kuala Lumpur

SUMMARY:

Leads the Remote Sales Consulting team for the Applications (CX, HCM, ERP/EPM/SCM) line of business across ASEAN & ANZ.

Job Level: M4 (Director)

Reports To: Senior Director, Remote Sales Consulting

Location: Malaysia (Kuala Lumpur) (with up to 30% travel time outside home country)

BACKGROUND:

We are seeking an Outstanding Leader to manage ANZ & ASEAN Remote Sales Consulting (SC) teams based out of Kuala Lumpur, Malaysia. This is a critical organization delivering product and solution expertise to our Sales Force and Customers across these regions.

JAPAC Remote SC is new organization made up of primarily staff consultant, senior consultants and principal consultant level. Located at Sales Consulting Centers in Bangalore, Kuala Lumpur, Beijing and Dalian.

The team will comprise of 15 Sales Consultants and is funded by the ASEAN & ANZ SaaS business. Its remit is to provide remote, customer facing via video and telephone, Sales Consulting support to Field Sales Representatives and Customers as part of an integrated sales team.

The Remote SC organization is a critical part of the broader Sales Consulting organization enabling a superb customer experience, wider territory coverage and increased SC efficiency.

We are seeking an inspirational leader, who will drive continual innovation in our Sales Consulting organization and support sales growth across the region.

SCOPE OF THE ROLE:

  • Lead a team of 15 Sales Consultants, including applicable management structure covering all aspects of the Applications (SaaS – CX, HCM, ERP/EPM/SCM) business.

  • Develop, recommend and implement a comprehensive strategy in agreement with the Remote Senior Sales Consulting Director and applicable Sales leaders.

  • Provide persistent personal involvement and engagement on key customer engagements.

  • Provide ongoing coaching and personal development to the organization.

RESPONSIBILITIES:

  • The deployment of an efficient, Sales focused Sales Consulting team serving ASEAN and ANZ regions.

  • Oversee the hiring of Managers, Team leads and Individual Contributors to support the expected growth of the Remote function in FY18/FY19.

  • Ensure a clear link between revenue generating activities and engagements, enabling the agile and profitable use of resources.

  • As part of the broader Sales Consulting Management Team direct and manage Sales Consulting resources throughout the sales cycle.

  • Be a contributing member of the Management Team driving the definition and execution of the Strategy.

  • Be able to articulate Sales Consulting activities and how they support the sales outcome, at Sales Consultant and Manager level.

  • Promote a culture where continual improvement in efficiency, services, processes, product and market positioning is expected.

  • Ensure that the required systems, tools and processes are in place to support the implementation of operational business plans and goals.

  • Monitor and measure achievement of goals against agreed KPIs and business growth expectations.

  • Increase the Product and Sales Consulting experience within the team by ensuring trends in demand from the field are anticipated and transformed into skills-development plans for the function.

  • Actively support and coach Managers & ICs in running day-to-day operations. Take an active role in growing the team, talent reviews and performance management

  • Establish and leverage relationships with the Field SC Management community across ASEAN & ANZ regions to drive demand for the Remote team and identify areas of further improvement of the Sales Consulting Ecosystem.

  • Be a preeminent collaborator with Sales, Sales Consulting and other supporting functions.

Candidate Profile:

The successful candidate should have:

  • Experience in

o Sales Consulting Management

o Starting / developing near-shore / off-shore centers (desired but not mandatory)

o Leading international projects/organizations desirable

o Working with senior management and matrices of different functions / lines of business

  • A solid understanding of:

o Cloud marketplace and the Oracle Cloud offerings portfolio, as well as specifics of selling and consumption of cloud services

o Volume sales background and experience driving programmatic customer engagements through 1:many formats

o Strong ability to bridge business side with technical side, articulating business value and benefits of different technology solutions in terms of TCO & ROI – Credibility at all levels – externally and internally, including lines of business and CXOs

o Experience in changing business models resulting from new digital channels, social and adoption of mobile technologies

o Knowledge around key industries and domains

o Knowledge around areas such as applications integration & customization, native cloud & mobile application development, hybrid cloud setups and variety of existing social platforms

o Ability to articulate business value and benefits of variety of end user applications and carry persona based conversations. Credibility at all levels including lines of business and CXOs

o Knowledge around Oracle’s Product and Solution Offerings including Customer Experience (Sales, Marketing, Social & Service) cloud, HR cloud, ERP cloud, EPM cloud, SCM cloud and Oracle Analytics cloud

o Talent Management and Professional Development

  • Outstanding Skills and Competencies in:

o Leading Change

o Working Globally and across Cultures

o Performance Management

o Strategic Thinking

o Communication

o Decision Making

o Influencing and Negotiation

o Organizational Awareness

o Planning & Organizing

o Results Orientation

o Managing Virtual Stakeholders

What We Offer:

  • A career within Oracle, not just a job

  • Excellent Training and Development provided.

  • An opportunity to represent a global well-respected brand

  • Excellent OTE and benefits package

Detailed Description and Job Requirements

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sales cycle.

As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Job: Pre Sales

Location: MY-MY,Malaysia-Kuala Lumpur

Job Type: Regular Employee Hire

Organization: Oracle