Large Deal Executive

Job description / Role

What you will do

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. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. 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 the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Responsibilities

What we are looking for

Oracle 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. Must also be very personable and can manage diverse matrixed teams. Having formerly worked for a Global SI would be an advantage.

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 end-to-end solution.
- Develop customer relationships to drive further lead generation and increase sales pipeline.

Skills required

- 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.
- 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.
- Sales Strategy: Experience in building solution, sales and business strategies to drive a proposition forward and enable down select and eventual contract award.
- 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.
- 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.
- Communication: Compelling communicator - confidently acts as business and technical interface between organisations, delivers presentations and utilises facilitation skills.
- Troubleshooting: Apply a lateral, analytical thought process to diagnosing and overcoming problems whether technical or process or business focussed. Outcome focussed and builds this ethos into what needs to be done.
- Adept at Collaboration: Collaboration with Partners and XLOB will be critical to the success of this role and the successful candidate must have a demonstrable track record of effective collaboration for the betterment of the customer.
- 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

What we will offer you

- A competitive salary with exciting benefits
- Flexible and remote working so you can do your best work
- Learning and development opportunities to advance your career
- An Employee Assistance Program to support your mental health
- Employee resource groups that champion our diverse communities
- Core benefits such as medical, life insurance, and access to retirement planning
- An inclusive culture that celebrates what makes you unique

At Oracle, we don't just respect differences - we celebrate them. We believe that innovation starts with inclusion, and that to create the future, we need people with a diverse set of backgrounds, perspectives, and abilities. That's why we're committed to creating a workplace where all kinds of people can do their best work. When everyone's voice is heard and valued, we're inspired to go beyond what's been done before.

About the Company

Oracle offers an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment models - including public, on-premises, and hybrid clouds - to ensure that technology flexes to the unique needs of a business.

Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows.

More than 420,000 customers across 145 countries have harnessed Oracle technology to accelerate their digital transformation.