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:

• 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.
• Help Strategic Clients maximize value from Oracle’s solutions, fostering adoption, growth, and the sharing of success stories.
• Partner with the Strategic Client to optimize both their Business and IT transformation.
• Understand the Strategic Client’s business strategy and industry challenges to design "tailored" Oracle solutions.
• 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.

Understand the Strategic Client’s strategy and industry potential, adapting Oracle solutions to provide value and inspire future direction for C-level management.

Orchestrate effective alignment and communication between the Strategic Client and Oracle personnel.

Gain agreement with the Strategic Client around key work streams aligned with their business transformations and imperatives.

Maintain regular communications with the global sales team and extended account team across all Oracle pillars and divisions.

Create a quarterly business review cadence with SCD Sponsors to track progress on focus areas and interactions.

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:

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.

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

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

True innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing [email protected] or by calling 1-888-404-2494 in the United States.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.