Job Opportunities at Oracle

Detailed Description and Job Requirements

 Builds long term, strategic relationships with named and vertical business alliance partners.

Facilitates the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.

Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

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Job Title: Senior Program Director
 
CONTEXT
Oracle Consulting delivers very large and complex business and IT delivery projects based on the Oracle product set. These can be highly challenging and at the leading edge of cloud projects and are therefore strategically important to the  Oracle business. This can be across a wide variety of customers and industries. A need exists for highly talented senior program directors to deliver customer success against these challenging situations. 
 
The Program Director has responsibility for the successful delivery of the Oracle Consulting engagement at the customer. They are expected to operate at the senior stakeholder level – typically a C-level executive but equally, they will need to manage their senior stakeholders in the Oracle organisation. This is a senior level role and candidates will be expected to take high levels of responsibility for customer and Oracle success. 
 
It is a very exciting time in Oracle Consulting with our strong focus on delivery of cloud solutions using our highly advanced methods and tools across the EMEA region. Industry and IT experience is highly valuable to us. Existing Oracle application knowledge is desirable but not essential. 
 
SCOPE OF THE ROLE 
 
The Program Director is responsible for the successful and profitable delivery of our major business and IT programs.
They will be expected to lead and drive all aspects of the program from staffing, budgetary control and stakeholder management both within the customer and Oracle: 

• To act as a trusted advisor to senior clients

• To drive successful outcomes for our major customers using the Oracle product set and Oracle Consulting methods and tools 

• To be commercially astute when delivering an engagement 

• To act as ambassadors for Oracle solutions throughout a customer engagement 

• Take full accountability for the successful delivery of a program or projects 

• Develop a practical program delivery plan and deliver closely against it 

• Manage the staff and resources to ensure optimum outcomes for the customer and Oracle Corporation 

• Manage and mitigate program and project risks 

• Both advise and challenge the customer throughout the program 

• Take full ownership to drive “best practice” in delivering a program 

• Develop strong relationships with the senior stakeholders within Oracle across our Licence and Consulting businesses 

• Manage the re-use and feedback into the Oracle delivery organisation to enable constant improvement of our program delivery 

• Build a strong personal community within Oracle by sharing and assisting colleagues from other regions and practices

Knowledge and Competency Requirements 
 
Description/Level Requirements 
Education 

• Degree educated or equivalent 

• Qualified Program or Project Manager through a recognized institute 

• Preferably holds a professional qualification (eg accountancy) 

Experience/Technical/ Professional knowledge 

• 10-15 years of relevant experience as a program director through full implementation lifecycles 

• 10 years of experience with a consulting organisation 

• Strong and demonstrable awareness of different project management methods 

• Excellent facilitation and management skills of the most senior customer stakeholders within the business and IT 

• Ability to deliver results while under pressure 

• A strong understanding of the commercial aspects of a consulting organisation and the role a program director plays within it 

• Experience of delivering at least 4 major projects using packaged applications (Oracle, SAP, JDE, Microsoft etc) 

• A creative and agile problem-solver 

• Experience with interacting with third party resources, including offshore teams 

• Strong team building skills, with ability to build quick and effective work rapport with distributed team members 

• Must be self-motivated in learning new concepts and willing to share knowledge and skills with other team members 

• Outspoken and passionate about delivering successful programs that exceed business objectives and drive business success for our customers 

• Must have the highest level of leadership and communication skills, with the ability to explain complex solutions and ideas. Excellent presentation skills 

• Can demonstrate a strong awareness of the differences between cloud and on-premise solutions and their benefits 

• Politically-aware 

• Ability to present an argument: persuasive 

• Fluent in English

Detailed Description and Job Requirements

 As an acknowledged authority within Oracle, this senior-level project management position provides consistent high quality and innovative solution leadership with industry-wide impact. Responsible for guiding the successful implementation of an integrated business solution ensuring high quality and timely delivery within budget to the customer’s satisfaction.

Analyzes business needs to help ensure Oracle’s solution meets the customer’s objectives by combining industry best practices and product knowledge. Effectively applies Oracle’s methodologies and policies while adhering to contractual obligations, minimizing Oracle’s risk and exposure. As a position of professional influence, this individual frequently operates at the leading edge of technology. Recommends and justifies enhancements to Oracle products to meet very complex customer needs. Exercises creativity and independent judgment in identifying and resolving major issues and risks impacting project success. Provides direction and mentoring to project teams. As a thought leader and trusted advisor, effectively influences decisions at the leadership level of customer organizations. Ensures customer deliverables are acceptable, and works closely with the customer to understand and manage project expectations. Enables business development efforts by providing subject matter expertise. Manages the scope of medium to large-scale projects, and accounts with varying levels of complexity.

10+ years of experience relevant to this position including 3 years of project management experience. Demonstrated ability to follow solid project management principles and successfully manage projects of increasing complexity. Comfortable working in a matrix management environment. Strong influencing and negotiation skills to deal with internal stakeholders, customers, and vendors. Product, technology or industry expertise relevant to the portfolio focus. Selling skills preferred. Undergraduate degree or equivalent experience. PMI certification preferred. Ability to travel as needed.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

go to method of application »

Preferred Qualifications
 
Oracle is leading the digital revolution. We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. You will connect the biggest enterprises of today with the tools to compete in the digital economy of tomorrow.

Description

What You’ll Do    
Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve. If you are passionate, entrepreneurial, innovative, and believe in being consultative and having fun whilst you work, then this could be the perfect opportunity for you. 
We are seeking a motivated sales individual who can sell our entire technology solutions portfolio in a license sales model. As we continue to help customers to transition to Cloud, we make sure their needs for an On premise solution are still covered.

You would cover a wide rage of solutions from Database, data management Solutions (Analytics, Integration..etc) as well Cybersecurity, middleware and other exciting digital solutions. You will help your customers, who have growing data volumes and aggressive service-level expectations, maximize the potential of their IT organizations
Having a sense of humor in what can be a pressure environment helps, and the rewards for your contribution include a compensation and benefits package and a continuous training program in a structured environment that are world class.
 
Job Description     

• Develop infrastructure/Database/Middleware/BI/Big data License Sales opportunities and maintain customer relationships in a designated market vertical/customer.
• The portfolio will be our wide technology portfolio. Although the right candidate should be able to orchestrate a speech across the complete offering of Oracle in front of a client and work alongside other internal teams to be one Oracle for the customer.
• Promote and evangelize Oracle products to selected customers, partners, and internal audiences
• Develop relationships and collaborate with our partners to define, recommend, and drive sales
• Develop and execute a sales plan that provides complete territory and sector specific coverage
• Develop appropriate sales programs and solutions; maintain up-to-date competitive information and compile regional success stories
• Meet with senior customer contacts to build credibility and develop lasting relationships
• Closing deals winning business etc. as well as developing opportunities
• Engage with  Pre-Sales  Technical support for customer meetings to develop customer discussions further
• Lead successful go-to-market campaigns by working closely with internal marketing specialists
• Contribute and lead in account planning, customer/market analysis, and strategy sessions
• Contribute individually and as a team member, providing direction and mentoring to others. Being able to orchestrate proposals together with other internal business groups in the same solutions team or others. Understand that is all about the customer.

Required Skills/Experience
What You’ll Bring

• Your enthusiasm, knowledge, and customer-centricity will help us continue our growth as a top IT company.

 
We also look for:

• 5+ years of experience in direct software sales to complex/Large Enterprises
• Experience in the designated market vertical /customer would be required
• Good understanding of the information technology customer needs and strong technical expertise to become a trusted advisor across a wide technology portfolio.
• Proven track record in a sales-driven organization, selling technology-related products and services
• Solid written, verbal, and presentation skills
• Creative with strong problem-solving skills and an ability to succeed in a fast-paced environment
• Proven ability to work well as part of an extended sales team
• Knowledge of Oracle products preferred but not essential 
• Fluency in English
• Team player and self-motivated
• A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.

Apply Now
Create the future with us. Apply now

 
Detailed Description and Job Requirements
 
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).
 

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Preferred Qualifications

Background

Oracle has a clear objective to become the global leader in enterprise cloud solutions and, SaaS is a critical element in our growing Cloud portfolio. As part of the Cloud commitment, Oracle has created the EMEA Customer Success organization which is a focused group of SaaS experts whose mission is to drive successful engagements through the proactive management of all facets of the customer’s lifecycle from onboarding to renewal.

This is a high-profile team that presents an exciting opportunity to help shape our customers’ journey to the Cloud and be part of a group that is central to Oracle’s future and growing success.

Location: Johannesburg, South Africa

Description

The Senior Customer Success Manager serves as a leading contributor and valued team member who provides direction, mentoring, and thought leadership to our customers. Work is non-routine and situationally complex, involving the execution of advanced functional/technical skills in the area of Enterprise back-office solutions - Enterprise Resource Planning (ERP), Enterprise Performance Management (EPM), and Supply Chain Management (SCM) applications and Human Capital Management (HCM).

Our CSMs develop long-term partnerships with their designated customers to ensure they become and remain successful through realizing the full value of their Oracle investment and to ensure renewal of the SaaS subscription. CSM’s maintain a high level of customer satisfaction by advising on product/implementation best practices, providing product adoption and release guidance while serving as a liaison between their customers and Oracle’s internal operations.

Engaging with the customer and their partner executive teams will be a critical component of this role so effective executive communication and negotiation skills are critically important.

The objective of the SaaS Customer Success Manager (SaaS CSM) is to maximize client retention and success while also driving increased subscription revenue. In this role you will act as a strategic advisor to your clients to ensure they maximize the value of their investment with Oracle’s SaaS portfolio through maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.

Duties and Responsibilities

• Develop a deep understanding of customers’ ERPM & HCM strategy and business objectives and drive use of the SaaS applications to help them achieve those objectives

• Work with customers and account team to define and document the customer’s business objectives (KPI) and definition of success (ROI). Gather baseline metrics and work with customers to calculate and demonstrate success with the Oracle SaaS Solutions

• Partner with the account team to develop successful account strategies and plans that direct company resources to maximize retention of existing subscription contracts and expand sales opportunities within assigned accounts.

• Engage with customers to do regular value realization assessments and advise on optimal utilization of their investment in Oracle Cloud.

• Conduct Quarterly business reviews with customers senior executives & key business stakeholders

• Guide customers through significant service milestones such as upgrades, new releases etc.

• Build C-level relationships with customer executives and assist them in change management programs to help drive cloud adoption

• Be the customers strategic expert to share industry trends, best practices, competitive insights, and product roadmap

• Educate customers on the Oracle ERP, SCM & HCM SaaS strategy & value propositions as well as new product features and functions to audiences ranging from Senior Executives to technical stakeholders

• Coach customers to ensure they are leveraging all available Resources e.g. My Oracle Support, Oracle University, Customer Connect, Oracle Consulting, Product Development, User Groups, webinars etc.

• Position Oracle’s value proposition as part of our overall business solution, linking these benefits back to the key business issues of the client

• Own & drive enablement initiatives for Oracle ERP/SCM/HCM Cloud solutions for ECEMEA Customer success team 

• Manage relationships and participate in business reviews with regional product sales leaders

• Be the regional liaison working with Oracle Global teams (Prod Dev/COE, Product Expert Groups) to present and support customers & customer success teams requirements

• Collaborate with account team encouraging customer advocacy and creation of case studies to help maintain the Client Referral program

• Work closely with the support, presales and consulting teams including partners to make sure you can deliver the program content and resolve customer needs in an effective and high-quality way.

• Build and maintain strong relationships with the main partners involved in the customer base you will be working with.

Essential Knowledge, Skills, Abilities, and Background

• 10+ years experience implementing or working with ERP, SCM & HCM applications and/or providing strategic advisory/business consultancy services.

• Consulting / Pre-sales / Implementation experience with Oracle cloud-based/SaaS solution offerings- in the areas of Enterprise Resource Planning, Supply Chain Management, and Human Capital Management.

• Demonstrated experience working with the executive level in client environments and a passion to communicate their value to clients.

• Proven ability to develop and cultivate lasting customer relationships with a diverse set of internal and external constituencies including senior-level executives, legal, technical, finance, support, sales, and marketing experts

• Deep Working knowledge of ERP, SCM & HR domain.

• Project Management experience with proven capability to lead cross-functional business and technical teams to provide timely issue resolution

• Strong Analytical and report interpretation capabilities

• Understanding of various technical architectures and operating systems. Industry experience is desired.

• Ability to lead cross-functional business and technical teams to provide timely issue resolution

• Ability to create and sell business cases to internal and client audiences

• Excellent organisation, project management, time management, and communication skills

• Team player who will work within the company to continue improving the way Oracle serves its clients

• Excellent verbal and written communication skills

• Fluency in Spoken and Written English

• Excellent organization, time management, and communication skills

• Willingness to 'roll up one's sleeves' and assist wherever needed

• Ability to travel up to 60% of the time

• Bachelor’s degree or equivalent experience in computer science, business, or related field (Masters preferred)

Detailed Description and Job Requirements

 Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.

Develop long term partnership with our clients to ensure they remain successful by realizing the full value of their investment with us to ensure client continues/replenish/renews contract with Oracle. Responsible for maintaining a high level of client satisfaction by being a liaison between our clients and Oracle's internal operations. Identify product expansion/up sell opportunities. Work with larger clients. Provide input into the CSM methodology and direction. Act as mentor to newer CSMs on a voluntary basis.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Recommended 7 to 10 years of professional experience. Demonstrated experience in implementation or client facing relationship experience. Understanding of various technical architectures and operating systems. Industry experience is desired.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

go to method of application »

WHAT WILL YOU DO?

• Advise on technology best-practices by understanding IT and Tech trends, and their impact on markets

• Advise on industry best-practices and apply technology to drive innovation

• Position Oracle effectively against  Competitors by understanding their strategy and solutions

• Position Oracle as a business partner by delivering value to functional through executive levels

• Influence Customer’s buying journey by understanding and contributing to their technology lifecycle

• Secure the purchase decision by delivering Customer-relevant Solutions in an impactful way

• Prove Oracle Solutions by applying technical expertise and shaping them according to customer needs

• Deliver comprehensive Solutions by leveraging knowledge spanning Oracle’s portfolio

• Partner with Sales to advance opportunities by understanding sales processes and techniques

WHAT SKILLS DO YOU NEED?

• Excellent communication and presentation skills

• Innovative thinking

• Strong collaboration skills

• Networking skills

• Drive and resilience

• Curiosity

• Emotional intelligence

• Ability to self-manage

• Ability to translate complex customer needs into business solutions

EXPERIENCE & QUALIFICATIONS

• Extensive knowledge of business processes and technology (preferably EPM)

• Product focused (Enterprise Performance Management Applications), with in-depth knowledge of key processes (planning, profitability and cost management, financial close and consolidation, tax and financial reporting, financial data management), of the designated product areas and basic knowledge of Oracle's product portfolio (Hyperion and/or EPM Cloud).

• 6-10 years of experience as pre-sales or implementation consultant in enterprise transformation projects

• Understanding of Oracle’s Cloud strategy and the SaaS marketplace

• Sales methodology knowledge, including processes and disciplines

• Ability to apply technology to drive innovation, experience in utilising design thinking and customer journey mapping a plus

• Bachelors / Masters degree or equivalent desirable

• Fluent in English (other languages are a plus)

• Ability to travel if required.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

Detailed Description and Job Requirements

 Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Senior Sales Consultant you will be responsible for providing presales technical / functional support to prospective clients and customers while ensuring customer satisfaction with minimal supervision. Acts as a technical resource for less experienced Sales Consultants. Develop and deliver high quality standard Oracle presentations and demonstrations. Present and articulate advanced product features and benefits, product future direction and overall Oracle solutions. Design, validate, and present Oracle software solutions to include advanced product concepts, future direction, and 3rd party complimentary products. Develop and manage reference sites through high quality technical, professional client relationships.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years vendor (sales and marketing) experience. 5 years relevant computer applications or database/tools. Demonstrated proficiency in one multi-user operating system. Through knowledge of system and application design. Strong verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Demonstrated ability to solve complex technical problems with accounts in complex technical environments. Ability to travel as needed. BS degree or equivalent; advanced degree desirable.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).