EMEA Director of Strategy & Business Development ERPM

Preferred Qualifications

EMEA Director of Strategy & Business Development ERPM

Oracle is a global leader in providing modern applications in the cloud to support needs of CFOs, CPOs, COOs, Supply Chain Directors willing to transform their business. These applications will play a key role to shape automated & standardized business processes in Finance, Procurement, Supply chain & Projects Portfolio Management.

The EMEA Strategy & Sales development team’s mission is to support the sales execution organizations to better sell following SaaS applications: ERP, EPM, SCM (named ERPM), in a competitive environment.

Why Oracle

The workforce is increasingly mobile. Customers are social and digital natives. Security has never been more paramount. To meet these shifting market demands, businesses must accelerate their digital transformation, simplify operations, speed innovation, and hone their competitive edge. Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems.

Working with Oracle means being on top of innovation supported by $4 billion in annual R&D complemented by continuous investment in acquisitions, to guarantee that we give our customers access to market leading technology.

The MAIN MISSIONS of the EMEA ERPM Strategy Director within this team will be:

• Design & run Competitive Programs: Lead the programmatic approaches & action plans from the definition to the execution, coordinating all stakeholders

• Support Regional Sales teams: Definition of Sales plays and Content capable of supporting new strategies, competitive programs, transformational deals and marketing campaigns.

• Strategy Leadership: Evangelising New Oracle’s value propositions, thought leadership in collaboration with Local Sales Development and Local Sales teams. Delivery to Customer Events, Strategic customer meetings, Partner events.

OVERALL OBJECTIVE of the EMEA ERPM Strategy Director is to ensure ERPM SaaS growth in Western Europe & ECEMEA, on Net New Customers mainly but also on Oracle Install Base accounts

STAKEHOLDERS:

The EMEA ERPM Strategy Director will work closely with:

• Global teams such as Competitive Intelligence, Product Development, Product Marketing, Product Strategy.

• Regional & local teams: Marketing, Business Operations, PMO, Cloud Architects, Cloud adoption, Oracle consulting, Industry Innovation advisers, Insights, Alliances & Channels, KAD

• To serve internal customers: Sales Development, Sales leaders, Sales representatives.

RESPONSIBILITIES:

Strategic Programs direction

• Design new programmatic approaches to handle competitive accounts & net new territories.

• Lead the execution and the roll out of these plans

• Monitor the progress & secure outcomes

ERPM Solution / Business processes specialist

• Ensure a deep understanding business processes challenges and transformation and share this with Sales Development and Sales community

• Ensure a deep knowledge of Oracle & main competitors ERPM product evolutions

• Support sales on “innovative opportunities”

Thought Leadership

• Gather and utilize regional competitive insights and analysis to define new competitive programs and Sales plays

• Support Marketing on key Events to present overall Applications/Solutions Strategy

• Support evangelization of EMEA Strategic Transformational Partners Community

Strategic and Transformational Deal support

• Support ERPM top deals, ERPM deals related to EMEA Programs, & Transformation deals

KPIs:

• Sales growth on ERPM for EMEA

• Pipeline growth on ERPM for EMEA

• Competitive programs & GTM delivered on time, in full, at quality & at budget

COMPETENCIES:

Subject Matter Expertise

• Minimum of 10 years’ experience of end-to-end Financial and manufacturing processes and best practices

• Demonstrable strong experience of Core ERP, Procure To pay, Order To Cash , Plan to Produce processes

• Experience in international responsibilities ( 5 years) & large companies ( 5 years)

• Strong understanding of SAP solutions, ERP market and SaaS Offerings (if possible INFOR solutions)

• Ability to talk to CFOs, CPOs, CIOs, practitioners and experts in customers, consulting companies and partners on a peer to peer basis

• Business development

Professional & Personal Competencies:

• Educated to degree level

• Opportunity and customer focus, results orientation

• Project Management Skills

• Building Relationships & communication

• Influencing and Negotiating

• Decision Making

• Coaching

• Ability to engage in business in English

• Ability to travel frequently in Europe and from time to time in Middle East and Africa

The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future.

POSITION:

• Individual Contributor level 5

• No direct reports but management of stakeholders in matrix international & remote organizations

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.

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.

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

Job: Sales

Location: GB-GB, UK-London

Other Locations: IT-IT,Italy-Cinisello Balsamo, IE-IE,Ireland-Dublin, GB-GB, UK-Reading, FR-France, NL-NL,Netherlands-Utrecht

Job Type: Regular Employee Hire

Organization: Oracle