Oracle Key Account Director (m/w) Automotive M4/M5 in Muenchen, Germany
Key Account Director (m/w) Automotive M4/M5
Are you an experienced strategic account
manager? Do you thrive in complex, dynamic environments? Are you passionate about enabling your customer’s
business to excel though adoption of technology?
The vision of Oracle’s Key Accounts Program is
to provide the largest companies globally with superior account leadership to enable
their core processes and innovations through adoption of Oracle technologies
Each Key Account (KA) is led by an assigned Key
Account Director (KAD) who owns the customer engagement strategy across all
products, services and support, on a worldwide basis.
The KAD is
Oracle’s primary leader and sponsor for the customer, responsible for overall
account growth and for building a high level of customer satisfaction by establishing
and sustaining key executive relationships and by ensuring the customer achieves
value from Oracle solutions.
KADs are responsible for developing, maintaining
and driving execution of a multi-pillar, multi-year global account strategy,
aligned to customer priorities and Oracle’s strategic direction.
KADs must build and guide a strong internal team
aligned to the broader strategy.
KADs are expected to develop a deep
understanding of their customer’s industry, trends and priorities, and to establish
senior executive relationships and engagement between Oracle and the customer.
Ultimately the success of the role is in:
- Delivering against customer
priorities through deploying Oracle solutions
- Improving customer
satisfaction, culminating in customer advocacy (references)
- Increasing breadth of
product adoption, with a specific focus on Oracle Cloud solutions
- Increasing revenues and
share of wallet
Ableto develop and execute against a multi-pillar, multi-year global accountstrategy, aligned to customer priorities and Oracle’s strategic direction
Abilityto develop significant understanding of the customer’s businessstrategies and industry trends
Able to take an entrepreneurialapproach, pro-actively providing the customer with insights about theirbusiness and opportunities for engaging with Oracle.
Able to work with C-level,understanding their issues and business requirements, and laying out a road mapof how to leverage Oracle's products and services.Acts as the trusted advisor& thought leader to further senior level relationships and drive additionalopportunities.
Ableto adapt “the big picture” to changing customer or Oracle priorities
individuals, teams, and an entire organization to perform at a higher level and
to embrace change; negotiates skillfully to achieve a fair outcome or promote a
common cause; communicates a compelling vision and is committed to what needs
to be done; inspires others; builds motivated, high-performing teams.
Establishclear team governance and regular communications
Facilitate regular progress meetings with keycustomer executives and sponsors to validate our strategy, progress andplans.
OrchestratesOracle in front of the customer
Ability to lead andinfluence a geographically dispersed team without direct reporting line
Ableto sustain strong relationships with Oracle senior executives andleverage their support to deliver success in the account
Managesconflicting agendas whilst maintainingconstructive working relationships
Focused. Separates mission-criticalfrom nice-to-have. Focuses on tasks that add value.
Takes ownership of escalation issues and drives to closure witha focus on customer satisfaction and establishing a win-win environment
10 years account relationship management experience with majoraccounts.
10 years selling hardware and/or software.
Skilled in positioning and selling solutions
Track record of developing and executing against complex accountstrategies
Experience driving innovation and transformation
History and track record of achievement of revenue objectives.
Cross-LOB team management experience - international team managementis a plus.
Fluent in English
Excellent communication skills; able to communicate and present atBoard level
Detailed Description and Job Requirements
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle
- s opportunities across all products and product lines.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
Other Locations: DE-DE,Germany-Potsdam, DE-DE,Germany-Duesseldorf, DE-DE,Germany-Hamburg, DE-DE,Germany-Dreieich-Sprendlingen
Job Type: Regular Employee Hire