EMEA Business Development Manager – Database License and Cloud Services
We are looking for a Business Development Manager for Database License and Cloud Services, to contribute and execute demand generation and support through orchestrating sales initiatives working closely with EMEA License and Cloud Business Development, TCE and Sales Teams. Responsible for putting in place a Business Development Plan and governance to ensure protecting and growing our DB installed base and accelerating our market growth with Database Cloud services in EMEA.
The BDM will be part of EMEA Technology Strategy and Sales Programs (TS&SP) Team and will work closely with EMEA license, cloud and combo sales teams, EMEA Technology and TCE specialists, CBG, Product Management and Marketing teams.
Scope of the role:
• Help sales teams sell more and faster Database License and Cloud Services by ensuring their enablement and keeping their focus on key themes and sales plays where Database Management is the primary pillar and/or part of the solution.
• Create demand through powerful content embedded into sales plays working very closely with CBG and EMEA Regions and all relevant LOBs to provide right assets to the sellers for successful positioning and customer outcomes.
• Drive initiatives, activities and campaigns to raise awareness and deliver dem-gen for Oracle Database license and cloud services with customers, partners, and by fostering communities
• Ensure that sales teams get the right support they need when they need with EMEA technical specialists or HQ CBG or PM teams.
• Act as the advocate and evangelist for Database Management technologies embedded in License and Cloud sales plays.
• Drive go-to-market conversations and propositions
The successful candidate will
• Be responsible for development, execution and governance of programmatic Database Management go to market initiatives for all sellers (Cloud, License and Combo)
• Organize knowledge & expertise sharing and coaching activities on Database Management technologies in synch with TS&SP Team for all sellers (Cloud, License & Combo)
• Work closely with Marketing, increase awareness on Oracle DB Management market leadership and capitalize on mainstream Marketing investments, for customers and partner programs.
• Work closely with OCI cloud business development and embed database cloud services demand generation on the Cloud Sales Plays initiatives.
• Work closely with Regional/Local marketing and business development to build specific demand generation initiatives and targeted sales plays driven campaigns for license business.
• Monitor, review and measure sales initiatives and activities.
• Support sales cycle with right resources and engagements from the extended BDM community (Region, EMEA, CBG & PM).
• Disseminate and share knowledge and expertise extensively xlob, xpartner and xcustomer.
• Identify, maintain and deploy an internal network of people who can support achievement of plans.
• Works across all other Lines of Business (LoBs) and fosters XLoB relationships.
• Operate in line with Oracle’s HR policies and procedures.
Behavioural Characteristics
• Excellent verbal and written communication (English), interpersonal and teamwork skills, influencing skills, highly organised.
• Positive approach and adaptability.
• High level of energy, drive and enthusiasm.
• Strong leadership skills, with a results-oriented attitude that overcomes barriers.
• Entrepreneurial spirit, able to identify opportunities and associated risk.
• Innovative and creative.
• Ability to influence thinking and gain acceptance of ideas in sensitive situations.
• Comfortable and experienced in leading change and organizational innovation.
• Track record of success and credibility at all levels.
• Demonstrated leadership and the ability to solve problems successfully in a virtual matrix organization.
Required Skills
• 5-6 years of business development, solution selling or sales consulting expertise.
• Strong background and expertise in Database Management technology, license and cloud services.
• A broad understanding of business and IT trends and how they relate to current business challenges.
• Strong business acumen.
• Strong influencing and coaching skills to work with senior sales leaders to drive adoption.
• Experience of driving and owning go-to-market campaigns and propositions.
• Experience in conducting customer and partner engagements.
• Strong communication skills – including strong presentation skills.
• Experience of Oracle’s many tools that can drive efficient campaign execution and to provide sales oversight in reporting.
• Having a proven people network across Oracle, including EMEA and Product Teams or the ability to build one quickly.
• BA/BS degree or equivalent, advanced degree highly desirable.
• Ability to travel 50% of the time to different locations in EMEA is required.
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, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).