Large Account Leader

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The vision of Oracle’s Large Accounts Program is to provide the largest companies in israel with superior account leadership to deliver outstanding customer value through the adoption of Oracle technologies and services. Each Large Account (LA) is led by an assigned Large Account Manager (LAM) who owns the customer engagement strategy across all products, services, and support on a worldwide basis.

The Large Account Manager (LAM) is the day-to-day senior Oracle executive responsible for success at the Large Account. The LAM is chartered to develop and drive execution of a multi-year strategy. The LAM is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within the Large Account. The LAM must develop deep customer and industry knowledge and then influence the Large Accounts through developing credible and relevant messaging. This is then delivered through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.

Key Responsibilities

The Large Account Team Leader for Israel will be responsible for managing a team of Large Account Managers (LAMs) who in turn have the responsibility for Oracle’s relationships with our largest customers. A key responsibility will be delivering revenue growth across the customer base, in line with Oracle strategy, whilst driving customer advocacy. As an Oracle executive, you will develop deep insight into their key customers’ strategic goals and structure often complex solutions which draw on multiple Oracle product areas. You will be responsible for establishing and maintaining C-level customer relationships and for developing and leading large account sales by establishing sales strategies and equipping the team with the sales methodologies and techniques needed to meet/exceed company growth targets.

Specific Responsibilities Include

• Manage and recruit a team of Large Account Managers and keep them focused on the priorities, providing high-level coaching and support to keep their performance on track.
• Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support by creating ambitious account plans that deliver sustained growth and meet revenue targets.
• Develop long-term relationships with customers by providing sales support to build connections, references, and revenue.
• Create alignment within their team by establishing a common approach and a clear framework for account management.
• Empower the LAMs by giving them freedom to deliver but making the time to provide support when needed.
• Demonstrate fresh thinking by creating bespoke customer solutions and putting together innovative deals.
• Understand competitors and clearly articulate to customers how Oracle solutions are differentiated and add value.
• Keep up-to-date with Oracle technology as it evolves, and feed insights into customer needs to support technology development.
• Maintain awareness of strategic changes in Oracle, and flexibly adapt key account management approach accordingly.
• Communicate organizational changes and developments in sales approach to the LAM Team and support/coach them in behavioral adaptation.
• Take risks with pricing and negotiation in order to secure long-term customer satisfaction.
• Build/maintain an industry customer reference program; initiate demand generation and marketing programs. Attend, host, and speak at appropriate marketing events.
• Perceive the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers.
• Understand the basics of pricing and can articulate the value or reasons behind pricing.
• Analyze data and metrics accurately in order to understand business performance and where necessary make decisive course corrections.
• Quickly get to grips with complex customer organizations, pulling together comprehensive key account plans in order to leverage market opportunities.
• Use consultative selling skills to engage new customers and probe to uncover unmet needs, add value.
• Monitor compliance with all sales contracts; interface with internal teams to ensure compliance.
• Develop internal and external strategic client relationships at scale that drive customer commitment and promote cross-line of business collaboration.
• Conduct business reviews with key accounts to identify new business opportunities and manage ongoing customer interaction.
  
  

Career Level - M4

Preferred Skills & Experience

• The LAM Leader will develop long-term relationships with customer executives and develop the next generation of Oracle advocates.
• A holistic understanding of technology and operating models that evoke creative customer solutions.
• Proven track record of architecting complex big deals with large multinational corporations.
• Ability to thrive in an environment with ambiguity, change, and take a broad holistic view of key accounts in order to meet customer needs.
• Ability to work collaboratively and inclusively with colleagues across the organization in order to bring different technology solutions and functions together to secure a deal.
• Energetic and positive attitude in the face of stress and able to take some risks, e.g. in relation to commercial negotiation and pricing, by sacrificing short-term revenue in order to generate a longer-term win.
• A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought.
• Astute in dealing with conflicts internally and externally, and be prepared to say ‘no’ and diplomatically push back against unreasonable customer demands, but without jeopardizing the overall relationship.
• A strong focus on execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced environment, ensuring results and deadlines are achieved without damaging morale.
• An enthusiastic, high-energy, and motivational leader who is visibly passionate and capable of inspiring and galvanizing an organization.
• Experience from a similar position.
• Leadership Competencies
• Performance Drive & Execution: Holds self and others accountable for delivering shareholder value. Creates and instills a performance-driven, results-oriented culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.
• Collaboration: Fosters collaboration between business leaders. Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues. Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes. Aligns strategic priorities of own area with the direction and priorities of the broader organization.
• Communicating for Impact: Ensures clarity around organization's strategic intent and business objectives. Champions strategic initiatives in ways that generate organization-wide understanding and support. Builds confidence and inspires support through a convincing presentation style.
• Inspirational Leadership: Establishes and models authentic leadership across internal and external boundaries. Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.
• Competitive Edge: Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions. Builds long-term business value. Creates a culture of innovation and encourages entrepreneurship. Strategically develops a range of options/paths to achieve business objectives within a changing environment.
• Change Agility: Initiates strategic change in anticipation of a changing external environment. Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment. Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others.
  
  

Education

A Bachelor’s degree is preferred. An advanced degree is a plus.

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