Business Development Manager, Platform Cloud, APAC

Job Description

Business Development Manager, Platform Cloud, APAC - 19000Y03

Preferred Qualifications

SUMMARY:

Oracle is a hyper scale cloud player with a comprehensive portfolio of SaaS, PaaS and IaaS services. With autonomous database, Exadata cloud services and next generation infrastructure services, Oracle cloud offers industry’s most comprehensive platform to host enterprise workloads. At Oracle, we’re hiring experienced business development managers to support Autonomous database sales reps and cloud platform reps to effectively position Oracle database cloud portfolio value proposition and differentiators, develop compelling messaging and commercial proposals, lead by example in developing marquee opportunities, programmatic execution of sales plays and helping sales close opportunities@scale across APAC region.

This person will be focussed on developing marquee Autonomous database and database consolidation opportunities, moving Oracle database-based application workloads to the cloud, rapidly building and progressing platform cloud pipeline, remove roadblocks in the path to close for key regional opportunities and building compelling messaging, commercial offerings and value propositions.

Does being part of this journey excite you? Do you have a passion for growing business at hyper scale? Do you have it in you to develop, shape and accelerate the cloud business in a big region? Are you able to take ambiguity and complexity and turn it into a simple, clear set of key value-based messages? Do you have a "can do" attitude? Is coaching and leading second nature to you? If your answer is “Yes”, then this could be you!

Responsibilities:

• Programmatic execution of autonomous database and database consolidation sales plays. This includes planning and providing guidance on “who to target” (prioritized target lists), “what to offer” (optimized sales execution approach, messaging, content) and “how to win” (differentiators, proof points, objection handling, customer stories) and stakeholder enablement.
• Be the subject matter for APAC division on autonomous database and database consolidation use cases, Oracle database cloud service portfolio , specifically Autonomous Database, Exadata Cloud Service, Exadata Cloud at Customer.
• Help APAC regions to rapidly build and progress database cloud service portfolio pipeline.
• For key regional opportunities, shadow the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, in nominated accounts.
• Proactively remove roadblocks in the path to close for key regional opportunities
• Develop compelling TCO comparisons and commercial proposals.
• Proactively work towards building and fostering community of like interest stakeholders enhancing skills, awareness and sales impact to achieve scale.
• Build / augment and provide proactive access to useful sales assets / content in the most intuitive and stakeholder specific consumption friendly form.
• Proactively work towards building required competency levels of all regional stakeholders contributing towards planned outcome.
• Effectively position the Oracle database cloud portfolio value proposition and differentiators with all internal and external stakeholders.
• Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.
• Be creative with strong problem solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment
• Continuous improvement in self-research, learning and readiness on the new platform and infrastructure cloud offerings.

Competencies

• Minimum of 5 years of relevant experience in cloud business development, selling cloud infrastructure (IaaS) and /or platform (PaaS) services.
• Minimum 8 year experience of positioning / implementing / migrating Oracle database based bespoke / custom applications in public and private clouds.
• Hands on experience with Oracle Database as well as Oracle Exadata Machine and Oracle Exadata Cloud service.
• Competencies in building compelling value proposition and positioning strong commercial proposals.
• Solid understanding of the IT industry Cloud landscape and market
• Good understanding of Cloud security, compliance, network connectivity options and approaches to move database and application workloads to cloud.
• Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations
• Proven ability to work well as part of an extended sales team.
• Excellent written, verbal, and presentation skills in English Language
• Ability to crystallize complex , ambiguous information into simple, clear , value and differentiation based messages
• Sales experience with a cloud vendor is desirable.
• Can do attitude

Detailed Description and Job Requirements

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.

Job

: Sales

Location

: IN-IN,India-Gurgaon

Other Locations

: CN-CN,China-Beijing, KR-KR,Korea-Seoul

Job Type

: Regular Employee Hire

Organization

: Oracle