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Oracle

Strategic Client Leader MOD

Israel
פרטים
Strategic Client Leader, MOD Applicants are required to read, write, and speak the following languages
You’ll Do
  • Lead the design of an evolving multi-year strategic account plan and deliver that plan in collaboration with the IMOD.
  • Meet and exceed the IMOD’s continuously changing priorities and objectives while balancing Oracle’s sales goals,
  • L ead and inspire the Oracle sales team to deliver exceptional and seamless strategy execution. Co-ordinate activities across multiple pillars, organizations and partners and/or act as the lead negotiator for the largest, most strategic deals. Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Client requirements are represented and to ensure a client-centric approach.
  • Orchestrate the interface between IMOD and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model, clear communications, and a regular reporting cadence.
  • Understand IMOD's different units strategy and challenges and offer Oracle's technology solutions to solve them. .
  • Build relationships with key IMOD leaders, earning a reputation as one of their trusted advisors.
  • Create a quarterly business review cadence with SCD Sponsors to track our progress on aligned focus areas / work streams and other interactions.
  • Maintain regular communications with the worldwide core sales team and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration.
  • Manage escalation issues for IMOD on a worldwide basis and drive those escalations to closure while creating a high level of customer satisfaction for the Strategic Client and a win-win environment for the Oracle resources involved in the day-to-day operation of the Strategic Client.
  • Develop and execute an interaction plan to address IMOD officials at various levels, leveraging all Oracle resources and subject matter experts, executives, and thought leaders as needed to provide value to the customer.
  • Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs.
  • Coordinate Oracle resources in front of the customer providing a “one face, one Oracle” strategy for the client.
  • Understand Oracle’s strategies and how these translate into solutions that address customer needs.
  • Maintain a thorough understanding of IMOD, including trends, functional processes, financial measurements and performance indicators, and key concerns
  • Manage/mentor a dotted line team of sales reps
  • Sell and promote the sale of Oracle products including contract negotiation.
  • Drive strategic and tactical planning for IMOD
  • Generate and achieve accurate monthly forecasts.
  • Establish and maintain successful internal governance and regular communications across lines of businesses required to support the client.
    • Business Acumen
        • Able to develop and execute against a multi-pillar, multi-year global account strategy, aligned to customer priorities and Oracle’s strategic direction
        • Can demonstrate and develop significant understanding of the customer’s business strategies and industry trends
        • Able to take an entrepreneurial approach, pro-actively providing the customer with insights about their business and opportunities for engaging with Oracle.
    • Credibility
        • Able to work with C-level executives, understanding their issues and business requirements, and laying out a road map of how to leverage Oracle's products and services.
        • Can act as a trusted advisor and thought leader to further senior level relationships and drive additional opportunities.
        • Able to adapt “the big picture” to changing customer or Oracle priorities
    • Team Building
        • Motivate individuals, teams, and an entire organization to perform at a higher level and to embrace change
        • Negotiate skilfully to achieve a fair outcome or promote a common cause
        • Communicate a compelling vision and be committed to what needs to be done
        • Inspire others and build motivated, high-performing teams.
    • Communication/Governance
        • Establish clear team governance and regular communications
        • Facilitate regular progress meetings with key customer executives and sponsors to validate our strategy, progress and plans.
        • Develop a consistent approach from all Oracle resources interfacing with the customer
        • Collaborate with worldwide SCD counterparts to facilitate knowledge and expertise sharing, to support the development of deep industry-level, targeted solutions and value propositions
        • Manage conflicting agendas whilst maintaining constructive working relationships
        • Demonstrate a clear sense of focus. Separate mission-critical from nice-to-have. Prioritise tasks that add value.
        • Take ownership of escalation issues and drive to closure with a focus on customer satisfaction and establishing a win-win environment
    • Influence based Leadership
        • Ability to lead and influence a geographically dispersed team without direct reporting line
        • Able to sustain strong relationships with Oracle senior executives and leverage their support to deliver success in the account
        • Demonstrate a challenger mindset, a closer mentality, innovative “no boundaries” thinking and clear decision-making.

Experience Requirements

    • 10+ years account relationship management experience with major clients, preferable retired Israeli Ministry of Defense of the rank of Colonel and above (Aluf mishne in hebrew)
    • Skilled in positioning and selling solutions
    • Track record of developing and executing against complex account strategies
    • Experience driving innovation and transformation
    • History and track record of achievement of revenue objectives.
    • Cross-LOB team management experience - international team management is a plus.
    • Fluent in English
    • Excellent communication skills; able to communicate and present at Board level
    • Valid Security Clearance (Level 3 or 2) is mandatory
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. Exceptional negotiation skills and account relationship management. Extensive expertise in product, technology, service, strategy and business complexities. Cross regional or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. Twelve or more years people management experience.

Job Type Regular Employee Hire
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