Business Development Representative IV
Oracle
Mumbai City
6d ago
source : Shine

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues.

Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence.

Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners.

  • Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle'
  • s sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection.

  • Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle'
  • s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

    Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical / business skills in area of specialization.

    8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred.

    Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals.

    Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills.

    Ability to travel. BA / BS degree or equivalent, advanced degree highly desirable., Preferred Qualifications

    Go ahead, amaze us.

    When you provide the world s most complete, open, and integrated business software and hardware system s and work with all 100 of the Fortune 100, you have pretty high standards.

    That s why at Oracle, we seek only the top sales talent to join our team.

    In return, we provide the opportunity for you to showcase your talent as you enjoy the rewards of selling technology that is the envy of the industry.

    Join us and be part of the best sales force in the business.

    Oracle Communications Global Business Unit (CGBU) represents Oracle in the communications industry. Oracle CGBU is responsible for the development, marketing, sales and consulting of Oracle Communications specific products, and leads Oracle s strategy in the communications industry.

    The Oracle Communications Business Support Systems ( BSS) and Operations Support Systems ( OSS) consists of the following products :

    Oracle has an outstanding track record for delivering business value in the communications industry. Only Oracle offers packaged software solutions that deliver end-

    to-end support for the key business processes for communications companies, from service creation, offer management, and order orchestration, through provisioning and service delivery, to billing, revenue assurance, and reporting.

    Oracle Communications Global Business Unit (CGBU)represents Oracle in the communications industry. Oracle CGBU is responsible for the development, marketing, sales and consulting of Oracle Communications specific products, and leads Oracle s strategy in the communications industry.

    The Oracle Communications portfolio consists of the following products :

    OSS / BSS

    o Billing & Revenue Management

    Service Delivery Platform

    Service Fulfillment Suite

    Order & Service Management

    Network Mediation

    The Oracle Communications Business Development Director position has been created to support the significant investment Oracle has and continues to make in the Communications Market.

    The Business Development will be responsible for creating qualified pipeline for the Oracle Communications products across Middle East, Africa, India and JPAC region with focus on the strategic customer / s.

    Main Responsibilities :

    Acting as a main evangelist for Digital Transformation of entire BSS / OSS for strategic telco customer for Oracle CGBU opportunities.

    Understanding customers strategic direction and associated business plans

    Lead CXO levels transformation discussion in collaboration with cross LOB within Oracle and present Oracle s leading strategy in line with Oracle CGBU account strategy.

    BD and marketing support with wide technical system level expertise and deep business understanding.

    Expertise in selling / marketing and Oracle solutions knowledge. Building and enabling CXO level relationship and be trusted advisor to the customers management.

    Creating long-term business development plans and positioning of technology strategy, solutions and products to match with customer needs.

    Developing understanding of customers key business drivers and using this knowledge for creating profitable business opportunities and growth in market share for Oracle CGBU

    Fulfilling Oracle process for lifecycle management and quarterly forecast

    Proactively identifies, develops & wins Oracle CGBU business in line with Oracle s growth and profitability targets; and grow market share.

    Account Management :

    Builds & manages trust-based, long-term relationships with customers CXO and Technical teams

    Positions Oracle as a preferred solution and services partner.

    Articulates in clear and effective manner value proposition of services to customer

    Communicates clearly the progress of monthly / quarterly initiatives (account plan, Forecast) to internal and external stakeholders

    Qualifications and experience required :

    Successful track record of selling network products into the communications industry within the MEA and or South Asia market.

    Good knowledge of India , MEA and South Asia communications industry, market drivers and company strategies.

    At least 12+ years of successfully selling BSS / OSS domain solutions.

    Established relationships at various levels throughout customer organizations, with proven influence on completed sales.

    Demonstrable experience in selling to key influencers, stakeholders, committees and decision makers.

    Proven ability and track record to individually perform all aspects of a sales cycle from gaining initial interest to qualified opportunity.

    Consistently achieved or exceeded sales quota objectives.

    Demonstrated success in appropriately utilizing company resources to close business.

    Fluent English (written and spoken) and any other foreign language of the region is an advantage

    Bachelor s degree or equivalent preferred.

    Capabilities expected :

    Consultative concept Selling & Customer Business Understanding

    Natural interest to keep up to date with technology and market evolution as well as competitors intelligence

    Relationship Management and ability to identify all stakeholders and understand their communications needs and feedback

    Ability to lead cross-functional teams under time constraint

    Negotiation and Sales techniques deep sales process understanding.

    Bid shaping and business case creation & justification skills

    Proven ability to qualify opportunities based on economic and organisation political factors

    Excellent interpersonal, presentation and written communication skills.

    Winning mind-set

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