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Oracle Telco Vodafone Group - CX Business Development Director in London, United Kingdom

Telco Vodafone Group - CX Business Development Director

Preferred Qualifications

Role Description: Telco Vodafone Group CX Business Development Director


The Telco sector represents huge growth potential for Oracle CX cloud. At present Oracle customers spend in excess of $600m per annum on Siebel and many of them are looking to transition onto leading edge cloud services over the next 12 to 36 months. Oracle with our incumbent position; industry leading CX suite of products and the Digital Experience for Communications (DX4C) solution is well positioned to take advantage of this growth. As an example Vodafone Group has a 70% footprint of Siebel / RODOD across their 23 OpCo’s representing significant addressable spend.

Oracle need to take advantage of our incumbent position as competitors are actively seeking to engage our key customers to showcase and differentiate their solutions and furthermore are employing ex Oracle employees to gain a better understanding of our customer base and CX products including limitations. These competitors include Amdocs, Netcracker, Salesforce and Comarch.

Furthermore, within Oracle there is a significant disconnect between countries in terms of CX activities and engagements, leading to a lack of co-ordination which greatly reduces our chances of success. This is exacerbated by the complexity brought about by the VPC procurement model – which often leads to reduced or no in-country engagement with the customer due to teaming and commission complexity… which leaves the door wide open to our competitors e.g. CloudSense replacing CPQ at Ziggo last year.

In some countries the ASR’s will have a Vodafone OpCo in their territory plus another 25 to 50 accounts, leading to greatly reduced focus - and in others they could even have an ‘all apps’ portfolio, not just CX.

This role glues together strategy and engagement, increasing CX revenue – whilst helping to protect our install base which is at constant risk.

The CX Business Development director will be Oracle’s primary CX leader and sponsor for the customer, responsible for overall CX account growth and for building a high level of customer satisfaction by establishing and sustaining key executive relationships and by ensuring the customer achieves value from Oracle CX solutions. The BD will become part of the overall governance of the key account either via a matrix or direct reporting structure.

Key Responsibilities

The BD will be responsible for developing, maintaining and driving execution of a CX account strategy, aligned to customer priorities and aligned with Oracle’s strategic direction; to help our customers move to the Cloud. This entails working with the wider EMEA CX ASR’s to develop a robust and balanced pipeline of CX opportunities across the Vodafone OpCo’s. Key accounts with similar footprints should be able to lift and shift the strategy and pipeline to enable re-use of the approach.

Ultimately the success of the role is in creating a CX strategy, and ensuring execution of the strategy via motivated in-country teams to win new CX business. Specifically for Vodafone Group this will involve:

  • Working with the Vodafone Group Strategy & Architecture team to ensure our products and solutions receive the appropriate benchmarking certification so they are available to the Vodafone OpCo’s to adopt.

  • Working with the Vodafone Procurement Company (VPC) to ensure we have the appropriate competitive commercial framework and Oracle adheres to the VPC internal standards and processes.

  • Building and guiding CX resources across the Oracle EMEA markets ensuring they are aligned to the account strategy for both the short tactical wins and long term strategy. This includes development of appropriate sales plays and ensuring they are executes by the sales representatives.

  • Working with Oracle CX Product Management to ensure customer feedback into product and solution roadmaps. Ensuring customer is represented Industry CAB’s. Ensuring customers are kept up-to-date with our CX roadmaps showing key differentiation, innovation and thought leadership.

  • Developing and maintaining a partner eco-system that helps influence the customer and works collaboratively with Oracle to develop a joint pipeline of opportunities. Also helping to ensure that the partner is educated and kept up to date regarding Oracle CX solutions.

  • Improving customer satisfaction, culminating in customer advocacy / references

  • Increasing N&E revenues / share of wallet – Protecting our install base

Required skills

  • Business Acumen

o Able to develop and execute against a multi-year global CX account strategy, aligned to customer priorities and Oracle’s strategic direction in DX4C

o Ability to develop significant understanding of the customer’s business strategies and industry trends

o Able to take an entrepreneurial approach, pro-actively providing the customer with insights about their business and opportunities for engaging with Oracle.

  • Credibility

o Able to work with C-level, understanding their issues and business requirements, and laying out a road map of how to leverage Oracle's CX products and soltions.

o Acts as the trusted advisor & thought leader to further senior level relationships and drive additional opportunities.

o Able to adapt “the big picture” to changing customer or Oracle priorities

  • Team Building

o Motivates individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams.

  • Communication/Governance

o Establish clear team governance and regular communications

o Facilitate regular progress meetings with key customer executives and sponsors to validate our strategy, progress and plans.

o Orchestrates Oracle CX in front of the customer

  • Influence based Leadership

o Ability to lead and influence a geographically dispersed team without direct reporting line

o Able to sustain strong relationships with Oracle senior CX executives and leverage their support to deliver success in the account

  • Closure

o Decision maker.

o Manages conflicting agendas whilst maintaining constructive working relationships

o Takes ownership of escalation issues and drives to closure with a focus on customer satisfaction and establishing a win-win environment

Simply put: We are looking for a seasoned professional - experienced in selling enterprise applications to the C Suite, engaging with multiple facets and personas of the clients business, building value and trust around Oracle’s products and brand in relation to the customer goals.

The successful applicant will be a strong networker, an incubator and nurturer of C level relationships – with the ability to create a marriage between the customer’s business problems/GTM strategies, and Oracle’s CX solutions portfolio. Building trust builds influence – this is what we need.

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 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: GB-GB, UK-Reading, NL-NL,Netherlands-Utrecht

Job Type: Regular Employee Hire

Organization: Oracle