Oracle ERP Business Development Director, Germany in Muenchen, Germany
ERP Business Development Director, Germany
Oracle offers the perfect
opportunity to work for a truly Global Market Leader committed to ongoing
development and sustainable success. This is an exciting time to join us with
our broadening footprint and expanding product range. Oracle (NASDAQ: ORCL) is
the world's most complete, open, and integrated business software and hardware
systems company. For more information about Oracle, visit www.oracle.com or
The Sales Development Manager
is responsible for the build, sign-off and execution of the Go to Market plan
for our cloud solutions in the Enterprise Resource Planning (ERP) space.
The plan aims to drive ERP SaaS market growth, secure pipeline coverage
in line with objectives and ERP SaaS revenues, working closely with the
Sales Leaders and other key stakeholders.
Scope of the role
Report to the Western Europe North ERP/EPM/Supply chain SalesDevelopment Leader
Identify and influence key local stakeholders (Customer, analyst,Partners, Influencers) to further increase market share of the ERP solution in Germany through planning and execution of activitiesworking closely with other key organizations like marketing, alliances andchannels, the inside sales organization and the field sales organization
Identify and execute Sales Programmes to drive new SaaSopportunities, pipeline coverage and pipeline progression
Is seen as a ERP SaaS thought leader in the market
Produce local references to support plan
Act as member of the Nordics Demand Generation Board
Develop and drive the Go to Market plan for ERP to developpipeline coverage and progression through specific sales programmes andstrategic customer engagements, aligned to meet the License Sales revenuetarget
Lead the effective implementation of these sales programmes gainingbuy-in from Regional Senior Sales Management and through the Sales Teams
Work with the other stakeholders to ensure plans and activities areunderstood, agreed and managed
Identify and nurture prospect, customer and partner relationshipsto maximise achievement of SaaS revenue objectives and generate activesponsorship and reference-ability for Oracle
Work with the Sales VPs and Regional Directors to support andinfluence the development of their Plan and contribute to the overallstrategy for the regional market
Engage and provide direction, leadership and motivation to allparties engaged the ERP business
Ensure that Knowledge Management occurs in the relevantIndustry/Product groups sharing best practice across including relatedcompetence for customer facing staff
Be able to articulate the ERP SaaS propositions in thebusiness context of prospects, customers and partners
Work with Corporate and the Competitive Intelligence Teams todevelop and promote competitive materials to assist in sales cycles
Monitor and review sales campaigns for the Region and Industryorganisations
Identify, maintain and deploy an internal network of people who cansupport achievement of plans and revenue objectives
Engage with relevant Oracle Partners as appropriate
Maintain an up to date understanding and knowledge of the ERP market and competition in the associated product areas
Maintain an understanding of Oracle’s strategic direction withinthe Solution Areas and ERP Product Strategy group
A thorough understanding of the Cloud and Software as a Service(SaaS) model, whereby it is not purely the software in consideration, butthe 24/7 service offered and the vision of this type of solution
Extensive knowledge of ERP business functionality and bestpractices
Understanding of the sales process and best practice salesmethodologies and the challenges of an Applications Sales Rep selling ERP
Strong understanding of complex sales cycles including operations,strategizing on positioning and delivery execution to improve win rates
Ability to work in large, matrix organizations where cross LOBcollaboration is required.
Excellent communication skills and ability to present to SeniorStakeholders as well as large sales forces.
Understanding of the cloud world, what’s driving cloud adoption,how other Cloud ERP vendors are acting, where, when and how, anddeveloping our competitive message around this
Fluency in English and Germanis a mandatory requirement for this position.
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: DE-DE,Germany-Dreieich-Sprendlingen, DE-DE,Germany-Hamburg, DE-DE,Germany-Muenchen, DE-DE,Germany-Duesseldorf
Job Type: Regular Employee Hire