at Oracle in Chicago, Illinois, United States
Job Description
Job Description
The Strategic Relationship Manager Private Equity will be responsible for Oracle’s relationships with some of the largest Private Equity firms and their portfolio companies. A key responsibility will be delivering customer value and providing exceptional service to the customer in order to achieve revenue growth across the customer base. As an Oracle executive, you will develop deep insight into their key customers’ strategic goals and structure often complex solutions that 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.
Career Level – IC5
Responsibilities
+ Manage and influence leaders across Oracle to keep them focused on the priorities of the client and their portfolio companies, 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 creating 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 tailored customer solutions and putting together innovative deals
+ Understand competitors and clearly articulate to customers how Oracle solutions are differentiated and add new 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 organizational changes and developments in sales approach to Account Director team, and support/coach them in behavioral 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
+ Analyze data and metrics accurately in order to understand business performance and where necessary make decisive course corrections
+ Quickly get to grips with complex customer organizations, 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; collaborate 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 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 and Experience
This leader will develop long-term relationships with customer executives and develop the next generation of Oracle advocates.
+ A comprehensive understanding of 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 jeopardizing the overall relationship
+ A strong focus on execution. An executive with the appropriate level of drive and “toughness” to effectively lead 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
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Disclaimer:
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range: from $120,100 to $251,600 per annum. May be eligible for bonus, equity, and compensation deferral.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
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