Oracle Go-To-Market - Oracle Cloud HCM Pursuit Client Partner in Rochester, New York
This senior director position is responsible for an increasingly diverse practice based upon complexity of the customers, the solutions, and the dollar value of the practice. Directs business operations and resources of a given practice that can be defined by industry, service line, technology center, specialty area or region. Accountable for managing the three main pillars of a practice: people management, portfolio/delivery management and sales enablement. Has profit and loss responsibility or financial/expense management of practice.
Accountable for operational/financial metrics and overall business results of practice. Responsible for setting and driving strategic direction, ensuring profitable growth of the practice, quality of consulting delivery, and maintaining customer referenceability. Actively develops new approaches and opportunities for expanding customer base. Creates and implements operational processes to drive consistency and support achievement of practice business strategy. Responsible for cultivating Oracle cross-functional communications through the creation and maintenance of strategic relationships with other lines of business which may include Product Development, Product Marketing, Support, Consulting Sales, and License Sales. Interacts with executive levels both internal and external regarding matters that influence policies and strategies. Assesses and manages business risk in pursuit of overall business goals. Accountable for managing and growing a substantive revenue stream and customer base. Manages and leads through management team and/or senior level individual contributors. Resolves staffing issues for very complex engagements. Identifies, leads, or oversees the development of customer-facing business solutions and offerings that have an impact on the market. May serve as advisor or project sponsor role for complex engagements.
Directs and ensures the implementation of operational policies through subordinate managers Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Bachelor*s Degree in Computer Sciences or Business or equivalent. Balance of advanced technical skills, functional knowledge, client consultative skills and operational management experience. Has 4 years of consulting services senior management experience with P & L responsibility and at least 10-15 years consulting or industry experience. 12 years of experience relevant to this position including 4 years of consulting management experience with financial management responsibility. Direct line Management experience including project, people, customer, financial management preferred. Second-level Management experience preferred; proficient at managing managers and large teams. Product, technology or industry expertise relevant to the practice focus. Ability to develop and maintain relationships at the executive level. Proficient in using selling and negotiation techniques and tools. Undergraduate degree or equivalent experience. Ability to travel as necessary.
Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.
The Go-To-Market - Oracle Cloud HCM Consulting Sales - Consulting Senior Practice Director will report directly to the GVP, HCM Growth, Strategy and Delivery.
S/he will be responsible for defining and running their area of the business (in a highly entrepreneurial manner), focusing on accelerating the growth of the business, support increased scale of the HCM consulting business, by overseeing other HCM Client Partners, drive go-to-market sales strategy, align with HCM Software Sales leaders on sales campaigns and target accounts.
The successful candidate will have HCM consulting delivery and sales experience required to lead the Oracle Cloud HCM Client Partner team. This role will also have an individualized sales target as a Player/Coach role.
Accountability for setting the strategy focused on accelerating the growth of the Oracle Cloud HCM products and services
o Setting the Oracle Consulting (OC) go-to-market strategy for Oracle Cloud HCM consulting area. Specifically, defining industries and markets to pursue, offerings/differentiated IP to take to market, and other implementation partners to work with.
o Ensure that projects are delivered as planned, meets client expectations and achieves the financial commitments to Oracle.
o Inspiring and engaging their organization to retain top talent and create a high-performing organization.
Measure, analyze, track and report business, process and quality metrics to achieve targets while examining trends and identifying areas for improvement. Metrics include consulting bookings, software attachment/influence, project margin, and customer satisfaction (NPS).
Develop senior-level customer relationships as required working with marketing and sales leadership and establishing trusted advisor relationship with senior customer executives.
Manage Oracle Cloud HCM Client Partner direct reports who play a pivotal role in Oracle Consulting s transformation, being the ambassador to the top Oracle Consulting Services (OCS) accounts, as well as representing our new brand: Get Cloud Confident.
The Oracle Cloud HCM Client Partners will be one of the key roles in Oracle responsible for evangelizing and delivering Oracle s HCM Cloud platform and OCS capabilities. These Client Partner direct reports are responsible for establishing deep relationships at targeted clients, driving new OCS bookings as well as solidifying renewals & extensions through delighted customers, architecting world-class solutions, and ensuring they are implemented effectively and creating value for clients.
EXPECTATIONS AND TASKS
This role will develop go-to-market Oracle Cloud HCM strategies and support increased scale of business, by overseeing other HCM Client Partners, drive go-to-market sales strategy, align with HCM Software Sales leaders on sales campaigns and target accounts.
This role will align to both net new growth and existing top Oracle Consulting Services (OCS) accounts and as a result, a key portion of the role will be focused on growing install base accounts, opening dormant accounts, and growing a " book of business" in order to develop a strong revenue backlog and help direct reports achieve their individual goals.
There will also be a requirement to handle escalations on delivery, as well as be chargeable as an advisor on strategic projects. This role could participate in executive level advisory client capacity as well as possible executive sponsorships and steering committee opportunities.
In this role, the successful candidate will generate demand for Oracle Consulting service offerings, develop opportunity execution plans, identify and manage key team members and resources from across our matrixed organization to properly scope the project(s) to meet client needs and Oracle business parameters, and manage the customer relationship(s) from initial sales discussions through successful delivery.
The successful candidates own the OCS business for North America HCM consulting accounts and operate in an extremely entrepreneurial manner. Territory planning, interlock with the HCM Application Sales team, account development and lead generation are all critical components to success.
Additional responsibilities will include forecasting contract bookings, accurate and timely reporting in CRM & other appropriate systems, and managing accounts receivables for your individual account portfolio.
This is a senior level, pursuit leadership role and requires a seasoned professional with varied career experiences including a combination of at least 8-12 years of HCM Consulting, Services, Delivery and sales experience within a consulting organization with a strong track record of new account development, selling consulting services, and managing a portfolio of engagements.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
BA/BS; MS comparable is strongly preferred
Big 4 (or equivalent consulting firm) experience strongly preferred
Must be a driven consulting professional and have strong capabilities in:
Account Planning and achieving sales targets
Problem Solving and Negotiating
Project delivery in consulting environment (e.g. demonstrated work managed metrics)
Ability to travel 75% of time, depending on assigned accounts
Oracle HCM Cloud or other competitive HCM cloud experience
Job Segments: HCM, Oracle Cloud, Consulting, Oracle, SAP, Workday, Relationship Manager, CRM, Technology, Customer Service, competitive Cloud experience.
S/he will be responsible for partnering with Growth and Strategy leadership, Go-to-Market, Customer Advocacy, Delivery leaders, and Cloud Sales teams to significantly accelerate the growth of the business, disrupt standard processes, and exceed client expectations.
/At Oracle, we don t just value differenceswe celebrate them. We re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion./
Title: Go-To-Market - Oracle Cloud HCM Pursuit Client Partner
Location: United States
Requisition ID: 200008OZ
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