Key Account Director

Job Description

The Strategic Client Director (SCD) is Oracle’s primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. The SCD is chartered to develop and drive execution of a multi-year strategy, aligning Oracle as a strategic partner to enable key customer initiatives and transformations, increase customer satisfaction, and grow Oracle revenues.

Key Objectives:

• Partner with the Strategic Client to optimize both their Business and IT transformation.
• Ensure Strategic Clients get holistic and superior value from Oracle, accelerating their investment in our technologies, and growing Oracle’s mindshare and cross-pillar revenue.
• Understand the Strategic Client’s business strategy and industry challenges to design "tailored" Oracle solutions.
• Help Strategic Clients maximize value from Oracle’s solutions, fostering adoption, growth, and the sharing of success stories.
• Demonstrate measurable progress towards an “Oracle First” relationship.
  
  

Key Responsibilities:

• Lead the design and execution of a multi-year strategic account plan in collaboration with the Strategic Client.
• Meet and exceed the client’s evolving priorities and objectives, as well as Oracle’s sales goals.
• Lead and inspire the Oracle sales team to deliver exceptional and seamless strategy execution.
• Coordinate activities across multiple pillars, organizations, and partners, and act as the lead negotiator for the largest, most strategic deals.
• Influence strategic planning efforts within sales, product, consulting, and support pillars to ensure a client-centric approach.
• Orchestrate effective alignment and communication between the Strategic Client and Oracle personnel.
• Understand the Strategic Client’s strategy and industry potential, adapting Oracle solutions to provide value and inspire future direction for C-level management.
• Gain agreement with the Strategic Client around key work streams aligned with their business transformations and imperatives.
• Create a quarterly business review cadence with SCD Sponsors to track progress on focus areas and interactions.
• Maintain regular communications with the global sales team and extended account team across all Oracle pillars and divisions.
• Facilitate regular progress meetings with key customer executives and sponsors.
• Effectively utilize dedicated SCD resources (Business Value Team, Customer Experience Team, Executive Architects) to create a long-term partnership for transformation with Strategic Clients.
• Manage escalation issues globally, driving them to closure while maintaining high customer satisfaction.
• Develop and execute interaction plans to address executive suite, line of business organizations, and IT needs.
• Build trusted relationships with the customer's executive team.
• Navigate Oracle to identify, acquire, and coordinate a team of critical resources to address customer needs.
• Implement a “one face, one Oracle" strategy for the client.
• Drive strategic and tactical planning for the account.
• Establish and maintain successful internal governance and regular communications across lines of business to support the client.
  
  

What you'll bring:

• Develop and execute against a multi-pillar, multi-year global account strategy.
• Demonstrate significant understanding of the customer’s business strategies and industry trends.
• Proactively provide the customer with insights and opportunities for engaging with Oracle.
• Credibility:
• Work with C-level executives, understanding their issues and business requirements.
• Act as a trusted advisor and thought leader to drive senior-level relationships and additional opportunities.
• Adapt to changing customer or Oracle priorities.
• Team Building:
• Motivate teams to perform at higher levels and embrace change.
• Negotiate to achieve fair outcomes or promote common causes.
• Communicate a compelling vision and inspire high-performing teams.
• Communication/Governance:
• Establish clear team governance and regular communications.
• Facilitate progress meetings with key customer executives.
• Develop a consistent approach from all Oracle resources interfacing with the customer.
• Manage conflicting agendas while maintaining constructive relationships.
• Prioritize mission-critical tasks and take ownership of escalation issues.
• Influence-Based Leadership:
• Lead and influence a geographically dispersed team without direct reporting lines.
• Sustain strong relationships with Oracle senior executives.
• Demonstrate a challenger mindset, innovative thinking, and clear decision-making.
  
  

Experience:

• 10+ years of account relationship management experience with major clients.
• Skilled in positioning and selling solutions.
• Track record of developing and executing complex account strategies.
• Experience driving innovation and transformation.
• Proven achievement of revenue objectives.
• Cross-LOB team management experience; international team management is a plus.
• Fluent in English.
• Excellent communication skills, with the ability to present at Board level.
• Create the Future with us! Join Oracle as a Strategic Client Director and lead the transformation of our most strategic clients through innovation and collaboration.
  
  

Qualifications

Career Level - IC5

About Us

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