Mid-Market Sales Development Manager_Install Base

Job Description


Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.
A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product's sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable. Description                                                        
Are you interested to join a high energy team with a new go-to-market strategy, dramatically transforming how Oracle is winning Mid Market customers with its market-leading Cloud SaaS solutions?  Are you motivated to be a pivotal part of a team that is building revenue via Oracle’s Partner sales ecosystem? Do you always put the customer first in your thinking, and work through a customer lens? Are you eager to track performance, celebrate success, create fun, and yet have an inquisitive mind to keep learning, developing and growing?

The Oracle Mid Market team is looking for a self starter who can drive and increase sales via sales development activity to our existing customer base.  You will work with Oracle’s established Product Pillar Sales Development leads to ensure that go-to-market campaigns and sales development activities are fit for the mid-market target audience across Western Europe (North & South), UK and Ireland. You should be able to articulate all activities across the three Product Pillars (CX, ERPM and HCM) into a simple digestible plan for sales to execute.  You will also coordinate with Oracles Product Marketing team to drive the best vaule proposition from a customers perspective.

As an individual you should be able to articulate how Oracle can resolve customer-centric problems by having a good understanding of the market and organisational functional issues.  You should be able to monetize customer advocacy, and clearly articulate how Oracle has already supported mid-market customers on their digitalization journey that resonates with future prospects.  With an understanding of Oracle’s extensive, world-class product portfolio, you should also be able to position the ‘Why Oracle story’ for mid-market customers, and the benefits of Oracle compared to the competition.

So if you love working with, and co-ordinating high performing teams to execute customer centric messages and campaigns, in a fast paced dynamic environment that is results focused, then this could be the role for you.

Core Responsibilities:
Design and coordinate the customer install base sales development plans for communication to the Mid Market Sales team, Product Field Marketing working with the Product Pillar sales development team
Ensure systematic pipeline assessments are completed and presented in a simple meaningful way to the Mid Market senior team to track the deliver and success of your plan
Ensure that sales development activities are maximised and leads are followed up
Work with Sales and Pillar leads to shape, design and lead on local campaigns across Western Europe
Consult on best practice and recommendations to support the delivery of core business KPI’s, always learning and developing
Check and monitor for appropriate pipe coverage via campaign analysis, reporting cadence and action planning – developing recovery plans where needed  
Facilitate cross portfolio campaigns for mid-market customers
Provide thought leadership for Mid Market
Customer advocacy coordinator for Mid Market, ensuring a good portfolio or advocates to support sales development activity and sales

Additional Responsibilities
Research and communicate current industry/digitalization trends, drivers and potential
Ensure the appropriate translation and prioritisation of Oracle's Strategy and Marketing messages for the mid-market customer base
Build and maintain effective relationships within Oracle to ensure resources are available when required
Build and maintain trusted advisor relationships with internal and external stakeholders
Maintain relationships with key market influencers
Operate in line with Oracle's business processes and procedures
Deliver and coordinate customer presentations, webinars and demonstrations
Attend relevant industry/subject forums/professional associations for competence building
Required Skills/Experience
Your enthusiasm, knowledge, and customer-centricity will help us be the Number One Cloud company in the world and stay true to driving customer value. We also look for:
Track record of delivering transformation programs ideally within Sales Development or Marketing, with clear bottom line impact
Experience of executing customer centric sales development campaigns
The ability to execute through matrix teams
Sales, marketing and operational experience in one or more of the SaaS functional areas
Business savvy with a proven capability of building credibility at Board level
Commercially focused
The ability to analyse and translate complex data into meaningful reporting as part of regular cadence and business action planning. 
Ideally with experience from Sales Operations,  Marketing Operations, Business Operations or a PMO
Program management experience to track and monitor performance of campaigns
Problem solving and agility to respond
Comfortable working in an organization based on trust and openness – being empowered to speak up and every day try to improve how we work and how we put customers first
Change ready

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