Strategic Client Director

3 giorni fa

Cinisello Balsamo, Italia Oracle A tempo pieno

Strategic Client Director-220005EN
**Applicants are required to read, write, and speak the following languages**: English, Italian
**Preferred Qualifications**
**Role Overview**
The Oracle Strategic Client Director owns overall leadership for an Oracle Key Account within the FSI, across all products, services and support, on a worldwide basis.
The Strategic Client Director (SCD) is the day-to-day senior Oracle executive responsible for success at the Key Account.
The SCD is chartered to develop and drive execution of a multi-year strategy.
The SCD is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within the Key Account.
The SCD must develop deep customer and industry knowledge and then influence the Key Account through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.
The SCD is Oracle's primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions.
Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle's revenues across the full breadth of Oracle products/ solutions for the Key Account.
**Key objectives of this job include**:
- Grow Oracle's mindshare, cross-pillar revenue, and share of wallet with the Key Account.
- Understand the Key Account business requirements and develop "tailored" Oracle solutions.
- Introduce the Key Account to Oracle solutions & products that match known and potential business needs.
- Successfully establish the Key Account as a positive Reference Account.
- Demonstrate measurable progress towards an "Oracle First" relationship.
**Key Responsibilities**
- Develop and maintain the multi-year strategic account plan for the Key Account to meet or exceed customer objectives and Oracle sales goals.
Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.
- Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.
- Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Key Account requirements are represented.
- Manage the interface between the Key Account and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence.
- Articulates both Oracle and Key Account value proposition to C-level management within both Oracle and the Key Account.
- Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives
- Create a quarterly business review cadence with KA 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.
- Facilitate regular progress meetings with key customer executives and sponsors to validate our progress and plans.
- Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the key account on a regular, scheduled basis.
- Owns escalation issues for the Key Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Key Account and a win-win environment for the Oracle resources involved in the day-to-day operation of the Key Account.
- Drive strategic and tactical planning for the account.
- Generate and achieve accurate monthly forecasts.
- Conduct weekly progress meetings with the key account sales team.
**Experience Requirements**
- 10+ years selling and account relationship management experience with FSI major accounts in Italy
- 10+ years selling hardware and/or software.
- History and track record of achievement of revenue objectives.
- Track record of business/account plan development and execution.
- Cross-LOB team management experience - international team management is a plus.
- Undergraduate degree in business or a relevant field.
Masters degree is a plus.
**Detailed Description and Job Requirements**
Responsible for providing leadership to the sales and account management processes and growing Oracle's revenues associated with the full breadth of Oracle products/ solutions for an assigned Key Account.
The job represents a balanced c

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