Description Responsible for providing leadership to the key account sales team including, but not limited to: developing overall strategic sales framework, forecasting results, allocating goals/quotas, establishing accounts or individual sales responsibilities, performance management, etc. Typically assists in closing the largest and most complex deals. Responsibilities may be defined by named accounts, geography, product/solutions, channel, or some combination thereof. Recruits, retains, develops, coaches, motivates, and generally manages multiple sales resources to attain/exceed defined business objectives such as revenue, market share, profit, etc. Responsible for obtaining business in near term and building foundation for continued profitable revenue growth over the long term. Responsibilities SCD Leaders are driven to set themselves s tretched targets and aim high in relation to growing Oracle’s Key Accounts. They will have an analytical personality that has driven their success; demand an unrelenting focus on growth, and the ability to add value reprioritising if necessary in order to meet their targets. They will be a consummate relationship builder and a senior leader who is able to offer executive sales and general business coaching to SCD who are already senior and seasoned professionals. They will be a great coach today and to improve on this ‘value’ will be critical as a leadership philosophy. They then need to be accomplished at adapting their interpersonal approach to different personalities and groups, confidently navigating a complex array of different stakeholders, and understanding quickly who the decision makers are and how to win them round in order to create winning solutions for customers and revenue growth for Oracle. KEY RESPONSIBILITIES The SCD Leader for Commercial UK will be responsible for managing a team of Strategic Client Directors (SCD) 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 develop deep insight into their key customers’ strategic goals and structure often complex solutions which draw on multiple Oracle product areas. You will be responsible for establishing and maintaining C-level customer relationships and for developing and leading large account sales by establishing sales strategies and equipping the team with the sales processes and techniques needed to meet/exceed company growth targets. Specific responsibilities include: Manage/recruit a team of Strategic Client Directors and keep them focused on the priorities, providing high-level coaching and support to keep their performance on track. Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support by cr eating ambitious account plans that deliver sustained growth and meet revenue targets Develop long-term relationships with customers by providing sales support to build connections, references and revenue. Prepare RFP responses, proposals and other sales-related documents that enable the company to expand its relationships with existing customers Work with our Technical Support team to oversee timely and accurate resolution and communication regarding customer issues Create alignment within their team by establishing a common approach and a clear framework for account management Empower account directors by giving them freedom to deliver but making the time to provide support when needed Demonstrate fresh thinking by creating bespoke customer solutions and putting together innovative deals Understand competitors and clearly articulate to customers how Oracle solutions are differentiated and add value Keep up-to-date with Oracle technology as it evolves, and feed insights into customer needs to support technology development Maintain awareness of strategic changes in Oracle, and flexibly adapt key account management approach accordingly Communicate organisational changes and developments in sales approach to Account Director team, and support/coach them in behavioural adaptation Take risks with pricing and negotiation in order to secure long-term customer satisfaction Build/maintain an industry customer reference program; initiate demand generation and Marketing programs. Attend, host and speak at appropriate marketing events Perceive the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers. Understands the basics of pricing and can articulate the value or reasons behind pricing Analyse data and metrics accurately in order to understand business performance and where necessary make decisive course corrections Quickly get to grips with complex customer organisations, pulling together comprehensive key account plans in order to leverage market opportunities 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 PREFERRED SKILLS & EXPERIENCE The SCD Leader will develop long term relationships with customer executives and develop the next generation of Oracle advocates. A holistic understanding to technology and operating models that evoke creative customer solutions Proven track record of architecting complex big deals with large multinational corporations Ability to thrive in an environment with ambiguity, change and take a broad holistic view of key accounts in order to meet customer needs Ability to work collaboratively and inclusively with colleagues across the organization in order to bring different technology solutions and functions together to secure a deal Energetic and positive attitude in the face of stress and able to take some risks, e.g. in relation to commercial negotiation and pricing, by sacrificing short-term revenue in order to generate a longer-term win A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought Astute in dealing with conflicts internally and externally, and be prepared to say ‘no’ and diplomatically push back against unreasonable customer demands, but without jeopardising the overall relationship A strong focus on execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced environment, ensuring results and deadlines are achieved without damaging morale An enthusiastic, high-energy and motivational leader who is visibly passionate and capable of inspiring and galvanizing an organization LEADERSHIP COMPETENCIES Performance Drive & Execution – Holds self and others accountable for delivering shareholder value. Creates and instills a performance driven, results-oriented 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 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. ABOUT ORACLE For more than four decades, Oracle has delivered innovation upon 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.