Preferred Qualifications
We are looking for an Industry specialist to provide vertical industry expertise to the Cloud Systems sales team.
In this role you will collaborate closely with the EMEA Tech Industry Leaders and among teams within and peripheral to the Cloud Systems organization, including sales leadership, Field and OD sales, solution consulting, marketing, enablement, and partners, to develop industry specific strategies and content for generating opportunities, building pipeline, winning business, and improving the sales team’s effectiveness.
You will be responsible for understanding industry trends, using them to identify market opportunities, and supporting the development of content (sales plays, use cases, presentations, collateral, videos, demos, etc.) that effectively conveys the value of Cloud Systems’ capabilities in target verticals.
This will be an opportunity to get engaged in sales cycle strategy, customer presentations, marketing initiative and go-to-market (GTM) delivery as well as participating in industry/product functions, seminars, and round tables to remain up to date on industry and product knowledge.
In this role you will be responsible for developing Cloud Systems business in your industries, with focus on Cloud@Customer and other Strategic Products to enhance the business in the specified industries. This will require translation of industry trends towards solutions and architecture blueprints using Oracle and ISV solutions using Cloud Systems Infrastructure Technology.
Responsibilities
Partner with Sales and Solution Consulting to build and deliver industry/solution presentations during sales engagements. Participation may include customer facing presentations and meetings or behind the scenes strategic planning and education.
Assist in the development and maintenance of industry specific customer facing assets (logo/win slides, industry value prop, industry/solution-fit)
Support in the development and maintenance of go-to-market documentation (packaging & positioning) for respective industry/solution (e.g., playbooks, problem-solution fit)
Collaborate in developing standardised industry qualification questions for use by the Sales and Solution Consulting organisations
Create demo recordings and videos (internal and external) for respective industry/solution
Work with marketing on industry specific content
Deliver industry strategy presentations for key customer events (tradeshows, webinars, etc.)
Collaborate with Business Development, Sales and Solution Consulting teams on industry/solution specific content
Provide quarterly industry updates to Sales and Solution Consulting
Collaborate with third-party partners to help shape industry/solution strategy (playbooks)
Generate communication like newsletters
Research industry related topics, trends, and provide analysis and recommendations
Owning and driving the achievement of KPIs to ensure Pipeline coverage, Bookings and Revenue goals are attained, and use dashboard to change/accelerate Actions required to meet goals
Working with Virtual team of EMEA Divisional Business Development to ensure successful implementation and execution of industry initiatives. You are responsible to deliver input, feedback and best practices to divisional and other regional teams.
Support key deals in Region, to maximise revenue and margin contribution, by supporting Account teams in positioning industry solution against the competition. (Maximizing chance to win and margin contribution)
Qualifications
Architectural Experience of key Industry applications
Strong Sales and/or Business Development background, that is well connected and respected within the Sales organization.
Track record of success and credibility at all levels.
Entrepreneurial spirit, able to identify opportunities and associated risk.
Self-motivated individual
Innovative and creative.
Experience with one or more of the following industries : Financial Services, Media & Telecommunications, Information Technology, Government
Excellent presentation skills.
Positive approach and adaptability.
High level of energy, drive and enthusiasm.
In-depth knowledge of Systems, Infrastructure and Cloud Market, allied to strong capability in Oracle Software (especially Database and Cloud)
Strong Sales Acumen, with ability to develop Sales Strategy and Negotiation strategy to win
Comfortable positioning value at C-level
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