Key Account Director Role Overview\:

Oracle is looking for a talented and experienced sales professional with a highly collaborative style, capable of providing exceptional and uncompromising leadership, responsible for owning and driving Oracle strategic objectives in large, complex, transformational sales engagements. This is for Axis Bank and the role is based in Mumbai. 

 

This senior sales role focuses on developing a strategic engagement that results in transformational opportunity creation and progression throughout the sales engagement life cycle.  This includes\: creating a customer aligned vision, engaging directly with the customers business leaders driving discovery across all customers lines of business (HR, Finance, marketing, sales, operations), developing and articulating at all levels the business solution, developing a winning strategy and managing through to closure, creating and communicating value proposition to CxO level, and with our considerable resources (Deal management, legal, approvals etc) to create an optimal commercial structure and negotiating to completion.

 

Detailed Description and Job Requirements

Responsible for providing overall sales leadership in our largest and most important accounts, growing Oracle’s revenues and total share of wallet associated with the full breadth of Oracle capability  for an assigned Key Account, while managing Oracle’s brand within the account and driving customer satisfaction. The job represents a balanced customer relationship management effort involving sales and account management skills, product knowledge/problem-solving/solution skills, and direction of all other Oracle specialized resources assigned to the Key Account.

The Key Account Director will\:

• Own overall Oracle leadership across all products, services and support to an Oracle Key Account acting as the CEO of the Key Account (one of Oracle’s 150 to 200 top revenue producing and market leading accounts on a world-wide basis).
• Is the day to day senior Oracle executive business resource assigned to the Key Account. 
• Is chartered to facilitate and own the overall account and opportunity planning process from inception to completion.
• Is responsible for managing the customer relationship and satisfaction by developing a deep customer knowledge and influence through forging executive relationships across all customer lines of business (CIO, CHRO, CMO, CFO, COO, CEO), increasing Oracle’s reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Key Account.
• Internally will communicate within our global organization and across all organizations and lines of business. 
• Ensure the account strategy is clearly understood and articulated to the account team, line of business management, country and regional executives and the account executive sponsor. 

 

 

Required skills

 A minimum of 16 years experience and relationships & prior experience of engaging with Axis Bank is desired. 

• Business Acumen
• Ability to develop significant understanding of the customer’s business challenges, strategies and directions
• Able to take an entrepreneurial approach, pro-actively providing the customer with insights about their business and opportunities for engaging with Oracle.
• Able to effectively translate Oracle capabilities into real business solutions and articulate the value proposition against the business objectives of the customer
• Credibility
• Able to work with C-level, understanding their issues and business requirements, and articulate outcomes in business terms by leveraging Oracle's full capabilities.
• Acts as the trusted advisor & thought leader to further senior level relationships and drive additional opportunities.
• Able to understand how to build a trusting and respected relationship across the customers key stakeholders.
• Understand and articulate the business level benefits of transformation programs as they relate to changed and improved business outcomes, and operational and organizational change opportunities.
• Team Building
• Motivates individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams.
• Communication/Governance
• Establish clear team governance and regular communications
• Facilitate regular progress meetings with key customer executives and sponsors to validate our strategy, progress and plans.
• Orchestrates Oracle resources in front of the customer
• Ensure the right levels of executive sponsorship and engagement from both the customer and Oracle to progress strategic outcomes

1. Influence based Leadership
1. Ability to lead and influence a geographically dispersed team without direct reporting line
2. Able to sustain strong relationships with Oracle senior executives and leverage their support to deliver success in the account, including regular and clear updates and briefings ensuring buy in from line of business, country and regional executives
2. Closure
1. Decision maker focusing on the customer outcomes to drive positive outcomes.
2. Manages conflicting agendas whilst maintaining constructive working relationships
3. Focused. Separates mission-critical from nice-to-have. Focuses on tasks that add value.
4. Takes ownership of escalation issues and drives to closure with a focus on customer satisfaction and establishing a win-win environment

 

Short Summary\:

To drive transformative customer outcomes leveraging the breadth and depth of Oracle’s offerings.

This is achieved by\:

• Strong understanding of the customers business, market place, competition and drivers.
• Understand the customers business goals and strategic objectives.  This includes the key metrics tracked by the customer to meassure success.
• Developing a clear plan that aligns Oracle to the customers strategic outcomes directly impacting their key success metrics
• Engage customers executives and articulate Oracle’s ability to enable the customer to successfully deliver their strategic outcomes
• Provide guidance and direction on organisational, business and operational changes opportunities through transformation
• Manage and ensure customer succcess and satisfaction, ongoing ownership of the Oracle real estate within a customer focused on positive business outcomes (owning the last sale)
• Provide leadership and clarity for all Oracle stakeholders on the customers strategic objectives and how Oracle aligns to these outcomes.
• Engage Executive Sponsor, Regional and Country Executives and Line of Business VP’s ensuring understanding and support for the plan
• Leverage the Key Account Program and broader Oracle executives to ensure the right level of engagement with the customer at a solution and business level
• Work closely with the line of business VP’s to ensure the right resources and focus are aligned to the account and the opportunities
• Provide the account teams with a clear direction within the account that includes developing a point of view that aligns to the customers objectives but also supports the broader account strategy and goals
• Provide a collaborative environment with a focus on the customer outcome first.
• Support and guidance to provide each line of business, and each rep with an opportunity to succeed
• A challenging but supportive environment for all team members with a focus on customer success and ownership of Oracle’s footprint
• Develop cross line of business opportunties, focused on value creation, business case development, stakeholder management, executive engagement ad negotiation and close plans

 

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Responsible for providing leadership to the sales and account management processes and growing Oracle’s revenues associated with the full breadth of Oracle products/ solutions for an assigned Key Account. The job represents a balanced customer relationship management effort involving sales and account management skills, product knowledge/problem-solving/solution skills, and direction of all other and necessary Oracle specialized resources assigned to the Key Account.

Owns overall Oracle leadership across all products, services and support to an Oracle Key Account (one of Oracle’s 150 to 200 top revenue producing and market leading accounts on a world-wide basis). Is the day to day senior Oracle executive business resource assigned to the Key Account.  Is chartered to facilitate and own the overall account and opportunity planning process and its execution for the Key Account. Is also responsible for the Oracle communication inside our global organization and across all organizations and lines of business withing the Key Account.  The key objectives of the Strategic Account Rep are to develop deep customer knowledge and influence through forging executive relationships across all Oracle lines of business, increasing Oracle’s reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Key Account

History and track record of achievement of revenue objectives. Demonstrated ability to develop and implement business/account plans. Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results. Excellent presentation skills. Experience of team management. Cross LOB/BU or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. 10 years selling and account relationship management experience with major account.

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