About the role
The Oracle Strategic Client Director owns the leadership for an Oracle Key Account (one of Oracle’s top revenue producing and market leading accounts), across all products, services and support.
The Strategic Client Director (SCD) is the day-to-day senior Oracle executive responsible for success at our Key Account, MOD. The SCD must develop deep customer and industry knowledge and then influence the Key Account through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.
The SCD is Oracle’s primary leader and sponsor for our customer MOD and responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle products/ solutions for the Key Account.
What you'll do
In this role, you’ll oversee the overall management of MOD in the region, with a tailored approach to mobilizing and aligning teams. You’ll manage the execution and closure of sales opportunities by planning engagement and co-coordination of sales and services teams. You’ll offer new ideas and perspectives on activities which will produce significant long-term company benefit.
Specific responsibilities include:
1. Develop and maintain the multi-year strategic account plan for MOD to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.
2. Representation of the interests and concerns of the customer internally in order to coordinate customer expectations and services globally.
3. Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.
4. Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Key Account requirements are represented.
5. Manage the interface between the Key Account and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications and reporting cadence as well as continuous improvement of service delivery standards.
6. Articulates both Oracle and Key Account value proposition to C-level management within both Oracle and the Account.
7. Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives.
8. Create a quarterly business review cadence with KA Sponsors to track our progress on aligned focus areas / work streams and other interactions.
9. Develop improvement plans and ensuring that these are regularly reviewed and further developed for one or more complex IT services.
10. Maintain regular communications with the worldwide core sales and delivery teams and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration.
11. Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the key account on a regular basis.
12. Owns escalation issues for the Key Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Key Account and a win-win environment for the Oracle resources involved in the day-to-day operation of the Key Account.
13. Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought-leaders as needed to provide value to the customer.
14. Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisers.
15. Demonstrate a high level of business acumen and thorough understanding of the customer's business, organization, strategy and financial position.
16. Responsibility for the successful delivery of services within the agreed complex SLAs.
17. Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs to the service delivery units.
18. Proactive investigate trends and common problems, including presentation of results and derivation of measures.
19. Understand Oracle’s strategies and how these translate into solutions that address customer needs.
20. Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements and performance indicators, and key competitors.
21. Manage and develop a team of sales representatives.
22. Sell and promote the sale of Oracle products including contract negotiation.
23. Drive strategic and tactical planning for the account.
What you'll bring
The ideal candidate will have experience leading large and complex deals. Ideally, s/he will be a creator, builder, analyzer, optimizer – someone who instinctively analyzes experiences to determine how to make them better.
More specifically, s/he will have the experience described below:
24. 10+ years selling and/or account relationship management experience within UK Defence and MoD.
25. History and track record of achievement of revenue and service/ project delivery objectives.
26. Ability to managing sales cycles as well as delivery cycles end to end.
27. Strong ability of allocation, coordination and management of resources.
28. Strong leadership skills both with internal team and external ecosystem.
29. Track record of business/account plan development and execution.
30. Cross-LOB team management experience - international team management is a plus.
31. Excellent communication skills at that level due to the importance of the customer – ability to network at the highest levels within Oracle and at the customer.
32. Track record in large transformation deals.
33. Able to work in complex matrix environment and drive internal complexities.
34. Transformation to Cloud experience.
35. Resilient, passionate, international mindset, creative, able to build and maintain a trustful relationship.
36. Assertiveness, drive and focus on results.
37. Undergraduate degree in business or a relevant field. Masters degree is a plus.
38. SC Clearance required (DV preferred)
KPI’s/Metrics
39. Alignment of the organization around Telecom strategic plan.
40. New revenue (expansion or new logos).
41. New partnerships (internally and externally).
42. Number of cross-Oracle solutions/collaborations.
43. Market recognition.
Leadership competencies
44. Performance, drive, and execution
You’ll deliver value and shape a performance-driven culture while ensuring accountability and communicating expectations.
45. Collaboration
You understand and promote the value of collaboration and inclusivity and can align strategic aims with organizational goals.
46. Communicating for impact
You inspire confidence by championing a clear understanding and support of organizational strategy and objectives.
47. Inspirational leadership
You build a reputation for strategy by inspiring and empowering others while showing leadership internally and externally.
48. Competitive edge
You anticipate changes in customer needs and seize opportunities to build value, encourage innovation, and meet objectives.
49. Change agility
You’re comfortable with leading strategic change and adapting to the market. Inspiring creativity and entrepreneurial thinking is second nature.
50. Mastering complexity
You think long-term in your decisions, support solutions to complex problems, and encourage accountability in problem solving.
Education
A bachelor’s degree is preferred for this role. An advanced degree is a plus, but not essential.
Career Level - IC5