Reporting into the VP of Retail Partnerships, you will be one of the rockstar heroes who makes the Oracle Data Cloud an indispensable part of the day-to-day marketing efforts of our Retail clients. You will be working with the Client Partners on your team to serve as an advisor and thought leader to your client base, by developing strategic roadmaps for the application of our offerings to solve their unique business needs, building specific proposals for implementation within individual campaigns and initiatives, and generally grow our partnership and revenues through successful execution.
Primary Responsibilities:
PRODUCT APPLICATION – Engage with contacts at our retailers, to ideate new applications of our offerings, pitch the value, and secure adoption & spend.
STRATEGY DEVELOPMENT – Evaluate even the most complex business objectives and build impactful program recommendations, from high level strategy to individual campaign tactics.
PROPOSAL DEVELOPMENT – Build proposals with detail on timelines, pricing, deliverable specifications, and other considerations, while ensuring they are both compelling and easy-to-understand.
ENTERPRISE EXPERTISE– Serve as an authority on Retail and the data & analytics space at-large, as well as all aspects of our products & capabilities, advising at both executive & tactical levels with high impact.
REVENUE GROWTH – Generate multi-year client revenue across the entirety of a client’s business, developing winning strategies and implementations across all marketing, analytics and business use cases.
INTERNAL LIAISING – Work with a group of colleagues from Product, Operations, Analytics, and other disciplines, both leading and supporting, to bring innovative and timely solutions to clients.
PEOPLE MANAGEMENT– Continuously guide and mentor your team by helping them to develop an understanding of their clients’ business dynamics, and capturing opportunity across the entirety of their enterprise through sound partnership.
Desired Skills & Qualifications
INDUSTRY EXPERIENCE: 10+ years of experience in the direct marketing services sector with demonstrated success in using data-rich solutions to improve brand awareness, customer acquisition, retention and profitability for retail clients.
ACCOUNT MANAGEMENT SUCCESS: A proven track record of enterprise engagements resulting in consistent growth of partnerships, product adoption, client stickiness & retention, client satisfaction, and revenue.
RETAIL EXPERTISE: Retail domain expertise and relationships – a great network of Retail clients and former clients. A solid understanding of the challenges and options available to Retail marketers.
MULTI-CHANNEL SAVVY: An understanding of the marketing strategies across various digital and traditional channels, and the ability to ideate data and analytics applications across them.
CUSTOMER FOCUS: Believes that revenue results from helping clients meet specific needs, not from having the best product or pitch. Focused on the client’s goals & perspective, committed to customer wins, differentiating through “you first” approach.
VERSATILITY– A hunter who can farm. A salesman who thinks like a product person. Speaks both marketing & tech. Can crunch numbers or tell captivating stories.
RELATIONAL SAVVY: Works well in team efforts, building trust and respecting boundaries. Reads situational dynamics and responds appropriately. Mentors rather than simply managing.
STRATEGIC APPROACH: Critical thinking to separate signal from noise. Creative thinking to solve for roadblocks. Methodical, disciplined, and focused in executing toward specific outcomes
OPTIMISTIC TENACITY: Welcomes challenges and setback as opportunities for growth, confident about successful outcomes. Persistent and patient, maintaining excitement within long, arduous phases.
HONESTY & INTEGRITY– Does not cut corners ethically; earns trust and does the right thing.
Detailed Description and Job Requirements
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
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