Oracle Business Development Director - Sales in Herndon, Virginia

Manages a team that is responsible for identifying relevant new business opportunities and designing "go-to-market" plans to deliver measurable and significant revenues. Consistently meets with potential customers and current customers to build pipeline.

Manages, through other managers, a team of business development representatives for a territory/region. The team is actively and frequently customer facing, providing the value proposition to business or org leaders, qualifying opportunities, and selling the value of the oracle solution. Provides operations management of lead qualification functions. Contributes to strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget.

Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge. BA/BS preferred. Experience managing staff. Assist in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interact across functional areas with senior management or executives to ensure unit objectives are met. Able to influence thinking or gain acceptance of others in sensitive situations important.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

Detailed Description and Job Requirements

Manages both a direct and an extensive virtual Analytics and Big Data Business development team responsible for identifying relevant new business opportunities and designing go-to-market plans to deliver measurable and significant revenues.

Provides direction for sales teams that are actively providing the value proposition to business or organization leaders, qualifying opportunities and selling the value of the oracle solution. Develops strategic and tactical plans for the Analytics and Big Data organization to create demand, qualify leads and convert opportunities to revenue.

Works cross functionally between Direct Sales, Oracle Digital and Sales Consulting, Product Management, Product Marketing and Field Marketing, Partners and Oracle Sales Academy to insure alignment for effective and efficient execution. Align with Finance and Operations to build operational measurement of the plan execution and success. At times, need to manage through complex and dynamic product and solution environment with the ability to course correct the plan as needed.

Preferred Qualifications: BA/BS degree or equivalent, advanced degree highly desirable. Assist in the creation of division strategy and consult with senior management in providing direction to ensure growth and financial success. Ensure a consistent approach of organizational policies and procedures.

Knowledge of Oracle s Sales methodologies, processes and competitive and industry knowledge. Able to travel.

*Job Requirements: *

Build awareness for Oracle Analytics and Big Data

o Evangelize capabilities of Oracle Analytics and Big Data internally and externally

o Leverage various communication platforms including direct field engagement with reps and management, customer outreach and executive briefings, in person and virtual events and speaking engagements and social media.

Sales Motions/Sales Plays for Field Sales and Oracle Digital Sales

o Work collaboratively with Product Management and Product Marketing to create sales messaging to competitively position Oracle s product

o Identify and prioritize the Industry, Persona and Customer segments to target for optimal engagement

o Recommend, review, and when needed, create relevant sales assets to support customer sales engagements.

Field Enablement: Partner with Virtual team to deliver Multi-platform Sales Enablement for Field sales, Oracle Digital Sales and Solution Development Reps. (include KADS)

o Insure quality and effectiveness of targeted product and solution training content for each specific sales organization including Field Sales, Oracle Digital Sales and Solution Development Reps and Key Account Directors.

o Review or create content for In-person and virtual training events

o Work with Sales Management to monitor effectiveness of training and make adjustments where necessary.

*Pipeline Development: *

o Work with Field Marketing to build quality pipeline with programs targeting specific audiences through various marketing channels including in person and virtual events, email nurtures and social media

o Oversee and manage the execution of Sales Plays

o Work with Alliance and Channel resources to deliver Partner demand generation programs

Partner engagement and leverage

o Work with Oracle Alliances organization to facilitate effective partnerships between sales leadership and partner organizations

o Identify both strategic and tactical opportunities for partners to engage for mutually beneficial customer opportunities

Operational Management and Communications

o Manage execution of priorities of both Strategy and GTM GVP and Analytics and Big Data SVP Sales

o Work with Operations and Finance to build metrics and cadence for measuring success

o Build communication strategies and plans for internal Sales teams and virtual team members including corporate functions.

o Participate and provide support and direction for QBR s at all levels including SVP, GVP s and Managers and North America level reviews.

o Creation of and updates to Sales information portal


Functional expertise and broad company knowledge preferred.

Core Strategic planning and execution excellence skills

Influence and Collaboration skills to support your work with multiple Product Management and Product Marketing teams

Expertise in simplifying the messaging and positioning needed for Rep s to sell

Leadership of large virtual teams and building alignment to the priorities that will insure the Analytics team meets the yearly revenue targets and other sales metrics.

Management, Leadership and coaching of direct reports including recruiting, performance management and career development.

Job: *Sales

Organization: *Oracle

Title: Business Development Director - Sales

Location: United States

Requisition ID: 18000L9K