Business Development Director – Public Sector for Germany/DACH
Business Development Director – Public Sector for Germany/DACH
Purpose of the role: drive and accelerate pipeline creation by improving account penetration and by developing relationships across the business. Identify and push forward our new opportunities.
Fluent German or Austrian speakers
Description
The Role is customer facing.
His/her mission is to lead & drive account-based pipe generation activities in selected, strategic accounts in the Public Sector industry
Identify needs and create net new opportunities.
Nurture & progress leads/pursuits to pipe to Sales Stage 3
Product Scope of the role: Front and Back Office (all Fusion apps)
The Bus Dev Director will be able to position Oracle, our strategy, and solutions at the earliest stages of the sales cycle.
He/she will build relationships at all levels with a focus on department leaders across all functions.
He/she will work hand in hand with the Account Executives during the first stages of an opportunity.
He/she will collaborate with the extended sales team: BVS, Solution Engineers, Marketing, GIUs, Business Development Specialists and with Oracle partners.
Skill profile:
10+ years of expertise in the Public Sector
Good presentation skills.
Business background and expertise (Finance, HR, Supply Chain, Cx) – C-level advisor / influencer
Industry and end-to-end business understanding
Builds, creates, and nurtures strong relationships with customers.
Ability to articulate a business value proposition to Execs / Board and all levels at the customer.
Provides thought leadership in customer engagements, as speaker at events and on social media
“Hunter” mindset and curiosity.
STAKEHOLDERS:
The Business Development Director will leverage marketing, business development initiatives and programs, industry content and existing Alliance and Channel relationships in the account to succeed.
RESPONSIBILITIES:
Define Account Strategy & Planning with the Account Executives
Take ownership and execute based on the agreed plan with the Account Executives.
Increase contacts base in each account.
Discover customers challenges, needs and opportunities with assigned, strategic accounts.
Ensure a deep understanding of business processes and challenges.
Advise customers on their transformation projects in the industry.
Ensure a deep knowledge of Oracle’s main competitors.
Strategic and transformational deal support.
Support the Account Executives in the execution of their strategy.
Develop the appropriate coverage and knowledge for each account at HQ and Subsidiary level.
KPIs
Pipeline creation in the set of accounts allocated in rolling quarters.
Coverage: work towards always having required coverage (N4RQ + CQ++) for the Sales Reps/team in the Public Sector to achieve sales/growth targets
# of deals that successfully progress to SS3
Achieve target number of contacts / meetings in the set of accounts.
Increase pipeline and revenue at the country level.
COMPETENCIES:
10+ years of expertise in the Public Sector Industry
Subject matter expert in min 1 business area (HR, Finance or Supply Chain) with at least 5 years of experience.
Understanding of the competitive landscape in business areas (Finance, HR, SCM)
Ability to talk to CFOs, CHROs, CPOs, CIOs, COOs, practitioners and experts in customers, consulting companies and partners on a peer-to-peer basis
Business development and/or Sales experience
Professional & Personal Competencies:
Educated to degree level.
Opportunity and customer focus, results orientation.
Project management skills.
Building relationships & communication.
Influencing and negotiating.
Decision making.
Coaching.
Ability to engage in German and English.
Ability to travel frequently in Germany and the “DACH” (Germany, Austria, German-speaking Switzerland) region.
The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future.
At Oracle, our mission is to help people see data in new ways, discover insights, unlock endless possibilities. We don’t just value differences – we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion.
At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before. We expressly encourage disabled candidates to apply for this position. Please therefore feel free to voluntarily inform us in your application about any severe disability (degree of disability of at least 50%) or any equal status (degree of disability of at least 30% together with official decision on equality) in accordance with the German SGB IX
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Career Level - IC4
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