Large Deal Executive
2 weeks ago
Applicants are required to read, write, and speak the following languages: English, Arabic
Preferred QualificationsOracle Customer Success Services is seeking an experienced, commercially astute, enterprise sales professional with a strong technical background and a track record in constructing and shaping technically complex Services deals across multiple product sets and global geographies.
The CSS Strategic Deal Executive works closely with Oracle CSS Sales by acting as an opportunity lead on large hybrid/multi cloud pursuits.
The CSS Strategic Deal Executive will work in collaboration with Sales, Solution Architects, Global Risk Management, Commercial team, Transformational consultants and other XLOB teams to drive large deals by bridging customer requirements, with both technical and commercial options to deliver best of suite solution and services from Oracle.
Must have strong sales acumen combined with a deep business background in designing Enterprise solutions & services as well as a good commercial grounding in ensuring the business case behind a proposition stacks up.
Scope:
- Lead large scale pursuits for Oracle Services (OCI, SaaS, DRCC, Exa) by developing a proposal incorporating customer requirements working closely with Oracle and Partner teams.
- Manage the overall bids/deal working with cross functional teams to pull together coherent solution delivering end to end requirement which includes technical architecture, services, commercials, operational models working with Oracle and Partners.
- Work closely with customers and Oracle partners to develop the opportunity and present the endtoend solution.
- Develop customer relationships to drive further lead generation and increase sales pipeline.
Skills:
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Sales: Adept pursuing sales opportunities owning the opening of sales opportunities and building towards ensuring a winning result. Experienced in shaping proposals to deliver a winning proposition to leave Oracle best placed to be selected.
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Services Pricing:Experienced in costing and cost consolidation for the purpose of competitive proposals. Experienced in designing modern competitive pricing models that take into account the As a Service & Cloud solutions which enable OPEX pricing development with variable scale up and scale down service costs.
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Sales Strategy:Experience in building solution, sales and business strategies to drive a proposition forward and enable down select and eventual contract award.
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Leadership:Authoritatively lead various cross functional teams (Solution Architects, Commercial team, Sales teams, Partners, etc) to produce deliverable plans to drive large deals forward, ensuring success.
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Architecture:Possess broad knowledge of the complexities of designing and implementing, run and operate services tailored IT enterprise architectures encompassing; TCO, resilience, security, scalability and disaster recovery standards.
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Communication:Compelling communicator - confidently acts as business and technical interface between organisations, delivers presentations and utilises facilitation skills.
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Comfortable working with C-Suite: Be able to articulate and understand business strategy at the C-Suite level in order to gain credibility and advise organisations on how best to achieve their business goals though the use of technology and services.
The roles themselves will be focused on North America, Europe and the Middle East to start with.
Industry knowledge required will be:
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.
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.Acknowledged authority within th
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