Account Engagement Specialist Role (BE)

Account Engagement Specialist Role (BE)-21000VC8Applicants are required to read, write, and speak the following languages: English

Preferred Qualifications

Account Engagement Specialist Role

Oracle is a global leader in providing modern applications in the cloud to support needs of CFOs, CPOs, COOs and Supply Chain Directors willing to transform their business. As part of our objective to increase our market share we need to accelerate our penetration in Net new accounts and our Key accounts.

Purpose of the role: accelerate pipeline creation by improving account penetration and by developing relationships across the account’s business and identify opportunities

;Local languages are needed for this role

Description of the Account Engagement Specialist Role

• The Account Engagement Specialist Role is a customer facing role
• The Mission of the Account Engagement Specialist Team is to develop relationship with multiple business stakeholders in a nominated set of accounts
• Identify needs and create opportunities
• Product Scope of the role: ERPM
• The Account Engagement Specialist would be able to position Oracle, our Strategy and our Solutions at the earliest stages of the sales cycle.
• The Account Engagement Specialist will build relationships at all levels but focused on department leaders across all functions in the first instance.
• The account engagement will work hand in hand with the ASR during the first stage of an opportunity.

Skill profile:

• Industry expertise, research and presentation skills
• Finance Background – CFO Advisors / Influencers
• High Level end to end business understanding
• Client relationships building skills
• Ability to articulate business value proposition for ERPM
• “Hunter” mentality because of >80% share of NN accounts

STAKEHOLDERS:

The account engagement specialist will leverage marketing and business development initiatives and

programs, industry content and existing Alliance and Channel relationships in the account to succeed.

RESPONSIBILITIES:

• Accounts Strategic Direction / Planning
• Define Account Strategy & Planning with the ASR.
• Take ownership and execute based on the agreed plan with the ASR
• Increase Contact base in each account
• Discover customers challenges and needs and opportunities in the set of accounts
• ERPM Solution / Business processes specialist
• Ensure a deep understanding business processes challenges and transformation of the customers in specific industries
• Ensure a deep knowledge of Oracle’s main competitors in ERP and EPM domains
• Strategic and Transformational Deal support
• Support the ASR and the Key Account directors in the execution of their Strategy
• Develop the appropriate coverage and knowledge of each account at HQ and Subsidiary level

KPIs

• Pipeline creation in the set of accounts allocated in rolling quarters
• Value and number of opportunities on a quarterly basis
• # of deals that successfully progress to SS5
• Achieve target number of contacts / meetings in the set of accounts allocated
• ERPM revenue at the country level

COMPETENCIES:

Subject Matter Expertise

• Minimum of 7 years’ experience of end-to-end Financial processes in sales , Business development or
• presales
• Demonstrable strong experience of Core ERP, Procure To pay, Order To Cash , Performance
• management processes
• Good understanding of a couple of key industries (Financial Services, Retail, Manufacturing, High
• Tech)
• Understanding of ERP and EPM competitive landscape
• Ability to talk to CFOs, CPOs, CIOs, practitioners and experts in customers, consulting companies and
• partners on a peer to peer basis
• Business development

Professional & Personal Competencies:

• Educated to degree level
• Opportunity and customer focus, results orientation
• Project Management Skills
• Building Relationships & communication
• Influencing and Negotiating
• Decision Making
• Coaching
• Ability to engage in business in English
• Ability to travel frequently in Europe and from time to time in Middle East and Africa
• The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future.

Detailed Description and Job Requirements Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

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 preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

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).