ERP Strategic Initiative Director EMEA (MEO)

Responsibility:
• Accelerate growth of large, strategic deals across EMEA ERP & EPM Applications.
• Co-lead with field teams.
• Suggest help and ideas.
• Provide EMEA knowledge to assist (e.g. references).
• Execution of Oracle strategy, working through Regional Sales teams to deliver N&E deals and Renewals.
• Establish strategic customer relationships to position Oracle’s SaaS portfolio around the customers digital transformation.
• Trusted advisor to customers, delivering best practice solutions.
• Partner with existing customers for upselling opportunities and renewable business.
• Work with sales to update forecasts, record activities and build opportunity close plans.
• Big Deal development and sponsorship with customers, partnering with the regional sales leaders.
• Member of the Steering Committee of selected accounts in EMEA.
• Executive Sponsor for selected accounts in EMEA.
• Top 10 deals per Quarter with pillar element > $1m.
• Lead with expertise and recommendation: Contracts, pricing, legal, commercials, SLAs.
• Exceed customer expectation through deep engagement by product & industry specialism.
• You will be the undisputed and indisputable leader of a multidisciplinary and matrix team by bringing both your commercial seniority and your business expertise.
• Develop long-term sustainable relations with customers and partners.
• Establish and progress all opportunities in your territory.
• Act as a point of escalation for issues between Oracle and existing customers and partners.
• Collaborate with Industry team.
• Participate in large deals execution.
• Pipeline health and related activities to grow in a specific area.
• Collaborate with the supporting functions and eco-system.
• A perfect understanding of commercial execution models is expected: control of the sales cycle, cadence, forecasting, etc…
• Big emphasis will be on building pipeline from new prospects within the region, i.e. making deals bigger by articulating the full Oracle value proposition, from front to back as a strategic vision.
• A successful candidate must be capable of engaging at a CXO and Senior levels within the specific vertical to understand their strategy and key business drivers; strive to develop a buying vision and roadmap with the customer. Articulating the Unique Business Values in each specific context will be a key success factor.
• Provide direction and input to the Product Management, Product Marketing and Product Development Groups on product plans and new product roll outs by analysing the changes and advances in technology to anticipate the market trends