Oracle - MDM Solutions Sales

LOB - APAC Applications COE

Reporting - Director Sales Consulting – MDM (COE)

Experience - 10 – 15 yrs

The APAC Applications COE team supports the Applications APAC and Regional Sales/Presales teams with deep solution expertise and domain knowledge for specialized or niche applications where the local presales team and the broader Oracle ecosystem, do not have consistently deep expertise. The current solutions are OFSAA, GRC, FAH, MDM, eAM, cMRO.

The Sales Consultant for the APAC Applications COE team is responsible to lead the team and ensure optimal engagement and deployment of resources across the Regions.

Specific responsibilities include;

- Achievement of Revenue targets for MDM solutions across APAC Regions

- Business planning for MDM solutions including collaboration and alignment to Regional Sales Plans

- Quarterly business reviews with key stakeholders including Regional Sales / Presales management.

- Development of GTMi plans for MDM solution adoption

- Development of MDM solution ecosystems to develop regional self sufficiency and med/long term plans for regions to absorb individual MDM solutions where relevant.

- Staff development and internal process compliance

- Development of Training, Communication and Knowledge Management plans for the field team to maximize awareness and adoption of MDM solutions, competency development and leverage of re-useable assets.

Thought Leadership and Business Development

- White Space Analysis – understand solution installed base and broader Oracle IB to identify upsell and cross sell segments and specific targets

- Develop and execute Business Development plans with clear defined GTMi’s and pipeline targets. Collaborate with and leverage regional and country sales presales teams, partners, field marketing, BDM’s, customer care and OCS as required.

- Communicate Oracle’s value and leadership in MDM Solution through participation as a speaker in Oracle and external marketing events. Attend relevant domain and industry meetings and conferences.

- Ensure that Oracle APAC Solution Assets are current and relevant through Consolidation and localisation of Global Domain and Solution Assets. Create content such as Whitepapers, thought leadership articles to extend Solution profile in APAC.

Field and Opportunity Support

- Lead agreed deals with Product Solutioning and Architecture input to maximize win rate on Strategic deals.

- Support local SC’s and sales teams as required to execute Demos, Proof of Concepts, provide references and Competitive Analysis and RFx support.

- Advise and mentor local SCs in Solutioning, demo preparation and delivery approach and other required support.

- Build SC skills through deal shadowing to increase regional self sufficiency.

Product Management

- Collaborate with APAC and Corporate Product Management and Development for required product enhancements & support for customer and product issues

- Drive solution adoption and customer success through;

- Identification and Development of Customer / Partner Solution References

- Collaboration with Customer Service for IMP / critical accounts

- Input to APAC PRP / MRP process.

- Solution Enablement

- Provide input to ensure suitability of internal training and certification assets.

- Deliver internal training workshops as required to build regional capability and capacity

Candidate Experience and Profile

- 10 - 15 years plus in IT industry

- Background in Sales or Presales or Consulting

- Relevant Tertiary and industry qualification.

- Demonstrated track record in supporting major, complex Application Sales

- Deep and demonstrable Solution knowledge in Oracle Solutions

- Strong internal and customer relationship building and presentation skills to Cx level

- Ability to develop and drive Business plans in region, leveraging cross LOB resources

- MDM solution coverage, experience and domain knowledge requirements

- MDM solution coverage: Customer, Supplier, Product, Site(location), Hierarchy

- Expertise on Enterprise MDM Program, its implementation and Data Governance practice

- Good working knowledge of eBusiness Suite and/or Siebel CRM and/or Hyperion

- MDM solution sales practice

- MDM Product Mastery on cross referencing, data profiling, matching, merging, survivorship, change management/audit trail, multi data model (customer, supplier, product, site etc.)

- Industry Knowledge (Business process, Business issues, Business Initiatives and IT implications) on MRD, Financial and Telco Industry

Please send your resume to Ankur.an.jain@oracle.com

Ankur Jain
HR Resourcing Team
Oracle India Pvt Ltd