Description Overlay sales personnel providing specialist product expertise to the sales force. Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge. Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field. Responsibilities EMEA Public Sector Industry Team Region: EMEA Sub Sector: Education Role Summary This role is part of the EMEA Public Sector Industry Team, created to help our go to market teams have informed Industry discussions and ensure we have industry relevant products. The role is a highly networked role that requires collaboration with local Account Executives, Pillar representatives and the EMEA Bid Office to ensure we engage as one Oracle with a real industry focus to grow the pipeline and increase sales. The position will support Oracle go to market teams from demand generation through to sales execution including activities such as: Marketing events and collateral; Country / Strategic Account Planning; Senior client engagement; Assist in development of industry solutions and initiatives; and Bid strategy and input. The role will report to the Industry Country Lead and also co-ordinate with the EMEA Industry peer group to ensure full knowledge sharing of sub sector experience and collateral. Responsibilities For the relevant country, the role holder will engage with local resource on the agreed strategic accounts to generate demand by: Identify and monitor new opportunities; Networking with senior stakeholders to understand their challenges; Build Memorandum of Understandings (MOUs) where appropriate; Work with Sales Engineering and local strategy/Insight resource to build sector specific material Agree and assist with the build of micro campaigns; Work with sector related academic research bodies, where appropriate, to help develop relevant solutions; Work with Sales Engineering to build industry specific client demonstrations; and Identify and develop industry specific initiatives with Alliance Partners. The role holder will then engage in the following sales execution tasks: Managing and reporting on the short term pipeline; Agree bid strategies with Account Executives; Support Sales Engineering and Pillar teams for opportunity specific solutions; Jointly lead on bid execution including a visible client role; Manage senior client relationships as part of the bid process; and Support Account Executives through to award. Other activities will include: Engaging with Product Development on Industry specific solutions; Delivering internal and external presentations to promote the team and wider Oracle; and Development of industry specific Analyst relations. Experience and Competencies Proven knowledge of relevant industry sector with c.10 years of experience; Seen as credible within the industry with a track record of transformation; Understanding of corporate services and how cloud solutions can help organisations to transform; Able to be consultative in nature when dealing with internal and external stakeholders ; Excellent communicator who can work across multiple stakeholders and comfortable working at Director level and above; Comfortable with bringing together internal stakeholders to work towards a common objective; Ability to manage complex, multi-workstream opportunities and have a solid understanding and management of internal governance procedures.