Job Description
Overlay sales personnel providing specialist product expertise to the sales force.
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
About Oracle
With more than 420,000 customers and deployments in more than 145 countries, Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems.
Oracle Cloud is the industry’s broadest and most integrated public cloud. It offers best-in-class services across software as a service (SaaS), platform as a service (PaaS), and infrastructure as a service (IaaS), and even lets you put Oracle Cloud in your own data center. Oracle Cloud helps organizations drive innovation and business transformation by increasing business agility, lowering costs, and reducing IT complexity.
http://www.oracle.com/us/corporate/oracle-fact-sheet-079219.pdf
About The Team
The Key Accounts Program is a worldwide initiative for Oracle’s largest and most strategic customers. Within the Key Accounts Program the Client Advisor is a high profile senior role invested by Oracle to work with these customers at executive and CxO level.
Client Advisors possess deep knowledge and experience of a specific industry, typically having spent recent years working directly for or with the leading companies within that industry. They are recognized internally, externally and by our customers as industry experts, with a business transformation mindset and an understanding of the role technology and digitization play in modern business.
Client Advisors are typically assigned two strategic customers on a long term basis who they work with day to day along with their respective Oracle account teams. Client advisors also work together, collaborating daily with peer Client Advisors to maintain and share best practices, industry knowledge and client experiences.
As a senior member of the Oracle global account team, a virtual team led by the Key Account Director, the client advisor develops deep understanding of the customer business, performance and challenges and contributes to the Oracle strategy for that customer.
The Client Advisor uses their industry knowledge and expertise combined with understanding of the customer to identify and define transformation initiatives and establish a first level of mapping to Oracle technology capability required. Typical business transformation initiatives will be linked to and driven by
Cost, Risk/Regulatory or Growth goals defined by the customer in their strategic plan
Digitization & technology trends and new business models disrupting the industry
Customer defined business programs and IT strategy change
What You’ll Make Happen
Outbound roles:
· Engage with key customer business & IT executives, typically CxO and MD level, developing a trusted advisor level customer relationship
Analyse and research the customer situation and build on this through customer interaction
Develop new relationships with the customer that support the Oracle account plan goals and target areas
Communicate Oracle business strategy and industry vision to the customer
Introduce relevant wider Oracle team and Oracle executives to the customer
Collaborate with the customer, running workshops and meetings to create specific transformation supporting propositions
Lead transformation supporting responses and roadmaps that recognize the current client situation
Bring industry and cross-industry best practices to the customer and influence change / transformation
Provide occasional assistance to other Oracle customers where knowledge / experience relevant
Inbound roles:
As the customer expert, provide the account team with insights about customer’s key issues and business priorities
Work with Key Account Director to identify major areas where use of Oracle would enable customer business or IT transformation goals
Work with Key Account Director to support the creation of strategic account plan, contributing customer and industry related material
· Develop, define and lead large transformational propositions responding to the customer industry challenges
Work with Oracle Architects and Pre-sales resources to shape and define solutions
Define and lead customer executive visits to Oracle HQ to underpin propositions
· Work with the sales teams ensuring they understand the requirements for products that support the transformation and the goals
Work together as a team with peer Client Advisors to produce reusable industry change patterns based on successful transformation propositions created for specific customers
Maintain industry knowledge currency and specific assigned customer knowledge currency
Assist peer client advisors where knowledge / experience relevant to their customer
Desired Qualifications
Appropriately experienced candidates with a high potential for success as a Client Advisor are generally described as being/having:
University/Business School degree or equivalent. An MBA or equivalent is desirable
Excellent verbal and written communication skills, with the ability to present at the Board and C-level
Experience developing IT enablement strategies for client organizations and the ability to become a “trusted advisor” to senior executives
A respected thought leader within the finance industry
Proven experience defining and communicating IT/Business change and transformation proposals
Proven experience in defining business transformation enabled by technology
Working knowledge of Financial services operating models and processes
Working knowledge of Risk and Financial Management
Working knowledge of Customer and Channel strategies
Working knowledge of Regulation and Compliance
Working knowledge of support functions like HR and Back Office
Working knowledge of the use of data driven marketing and selling processes permissible within financial services
Experience of national / multinational scale Bank IT complexity and challenges
Broad knowledge of disruptive business models and key technology trends including but not limited to Big Data/Advanced Analytics, Digital, Mobile, Cloud and outcomes they enable in financial services
Ideally, broad knowledge of Oracle Solutions and usage in the finance industry
An enthusiastic individual who can drive execution to deliver a service to the customer
Business development experience
Experience working in a large, complex global team environment
The successful candidate’s background could be:
Leader within an established or large challenger Financial Services provider’s Strategy or Transformation & Change function
Chief Operating Officer within an established or large challenger Financial Services provider
Chief Digital Officer or Head of Digital / Channels within an established or large challenger Financial Services provider
Senior strategy focused Industry Consultant / Architect within an established or large challenger Financial Services provider or within a competitive organization e.g. Client Partner / Client Architect
Senior Manager or Partner level management consultant focused on the Financial Services sector
Customer-specific profile requirements (summary):
Financial Services Experience
Significant banking experience working in one or more multiple banking sectors Retail, Commercial, Investment and Private Banking
Fluency in English and Czech and/or Russian
Willingness to travel within Europe to Oracle and Customer offices
Long-term commitment towards customer and key account team