YOU AND ORACLE

Oracle has been operating in India for over 25 years. Today, the company serves more than 15000 companies in the private and public sectors. As one of the first multinational software firms to set up base in India, Oracle today employs more than 38000 professionals representing a variety of business functions. These business functions include sales, marketing, consulting, support, finance, R&D or product development, global business units and education operations for domestic and global clients. Oracle India is among the top 25 companies where India wants to work, according to a recent LinkedIn survey.

Oracle recently unveiled its second data centre in India to support increasing customer demand for enterprise cloud services in the country. The new centre in Hyderabad follows the opening of the company’s Mumbai Cloud region in 2019. With this, India joins the U.S., Canada, Japan, Australia, South Korea and the European Union in having multiple Oracle Cloud regions that facilitate enterprise-class disaster recovery strategies.

A large number of Indian organisations are looking to change growth orbits with greater focus on cloud-led innovation. With two Oracle Cloud regions live in India, we’re fully geared to support our 15.000-plus customers in their innovation journey, with adequate support by nearly 1000 specialised Oracle partners. 

POSITION\:    Vice President Key Accounts India

LOCATION\:    Mumbai, India

REPORTING RELATIONSHIP\:   Shailender Kumar, VP and Geography Managing Director India

KEY RESPONSIBILITIES

The Vice President of Key Accounts will be responsible for managing a team of Key Account Directors (KADs) who in turn have the responsibility for Oracle’s relationships with some of our largest customers.  A key responsibility will be delivering revenue growth across the customer base, in line with Oracle strategy, whilst driving customer advocacy.  As an Oracle executive you will be responsible for establishing and maintaining C-level relationships at customers.  And will be responsible for developing and leading large account sales by establishing sales strategy and equip the team with the sales processes and techniques needed to meet/exceed company growth targets. 

Specific responsibilities include\:

·         Manage / recruit a team of Key Account Directors.

·         Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support.

·         Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support.

·         Develop long term relationships with customers by providing customer sales support to build relationships, references and revenue.

·         Develop relationships with new account through referrals and company-driven marketing activities.

·         Prepare RFP responses, proposals and other sales-related documents that enable the company to expand its relationships with existing customers.

·         Interact directly with customers via onside or remote client meetings.

·         Communicate with our sales, marketing and operations teams to ensure that all aspects of customer lifecycle are properly coordinated.

·         Work with our Technical Support team to oversee timely and accurate resolution and communication regarding customer issues.

·         Dynamically adjust to customer needs and revenue.

·         Prepare and distribute sales reports for internal meetings.

·         Evaluates results and makes adjustments to achieve better business outcomes; learns from mistakes.

·         Perceives the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers.

·         Able to work closely with functional support organizations to effectively achieve goals.

·         Understands the basics of pricing and can articulate the value or reasons behind pricing

·         Utilizes effective negotiation skills; generates results with positive outcomes for both parties.

·         Generates accurate business forecasts.

·         Possesses the ability to assess a situation, the people and temperament, and uses that information to guide thinking and behavior.

·         Anticipates areas of conflict, manages disagreement, and works toward resolution

·         Shapes opinions of key stakeholders.

·         Respects the needs and contributions of others.

·         Lead sales team by reviewing and analyzing the accounts requests for proposal (RFP),

·         Evaluate pricing and other business terms of national contracts in support of strategic financial objectives.

·         Uses consultative selling skills to engage new customers and probes to uncover unmet needs, add value.

·         Monitor compliance with all sales contracts; interface with internal teams to ensure compliance.

·         Develop internal and external strategic client relationships at scale that drive customer commitment and promote cross line of business collaboration.

·         Plan and implement marketing and business development efforts with other parts of the organization in order to add to Oracle’s referenceable customer library.

·         Conduct business reviews with key accounts to identify new business opportunities and manage ongoing customer interaction.

YEAR ONE CRITICAL SUCCESS FACTORS

·         Understanding of Oracle’s various LOBs, including Consulting, Development, Global Business Units, Support etc

·         Understanding and developing customers’ plans

·         Building internal and external network

·         Successful delivery against the annual budget

PREFERRED SKILLS & EXPERIENCE

The Vice President of Key Accounts will develop long term relationships with customer executives and drive the next wave of Oracle advocates.

·         A holistic understanding to technology and operating models.

·         Proven track record of architecting complex large deals with large multinational corporations.

·         Ability to thrive in an environment with ambiguity and change.

·         Demonstrated ability to work well in a cross-functional team.

·         Self-directed, proactive with ability to multi-task.

·         Energetic and positive attitude in the face of stress.

·         A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought.

·         Ability to effectively collaborate with other departments and resources in large, complex business environments.

·         A strong focus on execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced environment, ensuring that results and deadlines are achieved without damaging morale.

·         An enthusiastic, high-energy and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization.

·         An exceptional communicator who can write, present and effectively adjust messages to meet individual audiences and organizations.

LEADERSHIP COMPETENCIES

·         Performance Drive & Execution – Holds self and others accountable for delivering shareholder value.  Creates and instills a performance driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.

·         Collaboration – Fosters collaboration between business leaders.  Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues.  Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes.  Aligns strategic priorities of own area with the direction and priorities of the broader organization.

·         Communicating for Impact – Ensures clarity around organization's strategic intent and business objectives.  Champions strategic initiatives in ways that generate organization-wide understanding and support.  Builds confidence and inspires support through a convincing presentation style.

·         Inspirational Leadership – Establishes and models authentic leadership across internal and external boundaries.  Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.

·         Competitive Edge – Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions.  Builds long-term business value.  Creates a culture of innovation and encourages entrepreneurship.  Strategically develops a range of options/paths to achieve business objectives within a changing environment.

·         Change Agility – Initiates strategic change initiatives in anticipation of a changing external environment.  Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment.  Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others

·         Mastering Complexity – Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries.  Creates an environment of personal accountability and ownership for problem-solving.

EDUCATION

A Bachelors’ degree is preferred.  An advanced degree is a plus.

Oracle Supports Workforce Diversity

ABOUT ORACLE

For more than four decades, Oracle has delivered innovation up which entire industries have been built  Here are some key facts and figures from our 2019 fiscal year that highlight the many ways that we continue to deliver that innovation to our customers, partners and communities.

·         World’s first autonomous database.    

·         # 1 provider of business software with a broad portfolio of solutions for companies of all sizes.

·         Industry’s broadest and deepest suite of cloud applications.

·         #19 of 100 Top Global Brands.

·         More than 18,000 patents worldwide.

·         38,000 developers and engineers.

·         19,000 implementation consultants.   

·         5 million registered members of the Oracle Developer Community.