Business Value Service Director (IC) - Continental Europe

The Business Value team (BVS) is the management consulting arm of the Client Engagement & Sales team for Continental Europe.

Fluent German is needed for this role. 

The primary role of the BVS team is to

Bring executive presence and opportunity cycle management to customer interactions for C-level credibility and influence, engaging customers right from the start

Co-lead with sales the definition of a win strategy through value messaging & industry narratives. 

Co-create account plan together with sales – coordinate & drive wider resources to achieve results

Build customer and industry data to create Business/Value cases together with customers

Curate and articulate an executive story and a compelling case for accelerated change/decision making

Develop recommendations and quantify financial impact for accelerating decisions

Provide expertise across the entire customer lifecycle for value marketing, consultative selling and value realization for the business, ensuring product demos support executive and industry storylines

Support sales on the development of pricing models, deal structures and negotiation strategies for all top opportunities

Responsibilities

Act as sparring partner to sales Account Executives and leaders (setting strong account ambition and execution plans, supporting the prioritization of resources towards top focus accounts)

Work in conjunction with Enterprise Architects, Domain specialist, Industry experts, Solutions Engineers and experience designers to own & develop their set of assigned strategic clients, achieve required results and conversion targets for their assigned opportunities and strategic clients.

Lead acceleration of customer decision through value based transformational roadmaps

Influence key customer decision makers and stakeholders 

Understand the technical and change management efforts required to enable customer success, identify the associated risks and help with their mitigation

Work with a broad range of Oracle roles and partners to support complex opportunities with the appropriate skills, deliverables and outcome-based mindset

Deliverables

The role is business KPI driven; high level of flexibility will be requested in determining the adequate set of deliverables necessary to achieve the KPIs (e.g. strategic client revenue growth through pipeline increase, improved conversion rate, higher average deal size/share of wallet, etc)

Own and drive customer influence at every step of the sales cycle whilst growing deal size.

Client specific adoption roadmaps developed in collaboration with customers and delivery teams

Enterprise Industry Blueprints inclusive of Business and Functional capabilities models as well as Current & Future state Architectures

Industry KPI benchmarking and standard approaches/frameworks to enable business value creation through technology, AI/ML and innovation available in Oracle’s vast portfolio and/or already delivered in our large existing customer base & references

Expertise & Skills

A minimum 4-6 years of experience with a premier management consulting firm, a cloud enterprise software provider and/or a technology implementation partner with demonstrated C-level engagement leading transformational engagements (directly and/or by influence)

Demonstrated interest and ability to learn quickly with a good level of business & commercial acumen to lead strategic & technology consulting projects with varied industry focus and business imperatives

Good level of leading people outside of your direct chain of command towards a shared vision/goal, with an ability to coach account team members towards execution of the account plan and win strategy

Good level in understanding the role of business applications as enabler of business transformation

Versed in enterprise software sales, change management and strategy implementation & execution

Ideal candidate is a strong project leader, change agent, highly collaborative and trustworthy

Skilled in the areas of executive & peer influencing, storytelling, sales & negotiation, facilitation, consensus building, change management & problem solving

High levels of energy, passion, creativity and enthusiasm

Excellent communication, influencing and storytelling skills

Strength in working remotely within a culturally diverse organization

At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before. We expressly encourage disabled candidates to apply for this position. Please therefore feel free to voluntarily inform us in your application about any severe disability (degree of disability of at least 50%) or any equal status (degree of disability of at least 30% together with official decision on equality) in accordance with the German SGB IX

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Career Level - IC4