Oracle Client Advisor Director - Nordics in Espoo, Finland

Client Advisor Director - Nordics

Preferred Qualifications

About Oracle

With more than 420,000 customers and deployments in more than 145 countries, Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems.

Oracle Cloud is the industry’s broadest and most integrated public cloud. It offers best-in-class services across software as a service (SaaS), platform as a service (PaaS), and infrastructure as a service (IaaS), and even lets you put Oracle Cloud in your own data center. Oracle Cloud helps organizations drive innovation and business transformation by increasing business agility, lowering costs, and reducing IT complexity.

http://www.oracle.com/us/corporate/oracle-fact-sheet-079219.pdf

About The Team

The Client Advisor is a high profile senior role within the Oracle’s Key Account Programme, a global initiative aimed at driving large Business Transformation opportunities in Oracle’s most strategic Accounts.

The Client Advisor will rely on a consultative selling approach, leveraging deep industry knowledge and expertise and their understanding of the customer challenges to identify those opportunities and establish a first level of mapping to Oracle solutions.

Typical business transformation initiatives will be linked to global Telco industry challenges.

Therefore, the Client Advisor will be expected to have a broad understanding for how the latest advances in technology such as big data, cloud, mobility, blockchain or artificial intelligence are enabling the transformation of the industry.

In order to achieve the Key Account Programme objectives, the Client Advisor will be required to engage with key customers business & IT executives, typically Cx suite, to identify areas of opportunity for Oracle. The Client Advisor should grow their account relationship toward Trusted Advisor status, helping the client to map their strategic initiatives with Oracle’s products and roadmap. They will be recognized internally and by customers as truly industry experts, and with a clear vision for how technology can enable business transformation.

Each Client Advisor will be responsible for one or two key accounts within an industry sector.

What You’ll Make Happen

The Client Advisor will have important outbound (client facing) and inbound roles as a member of the account team.

Outbound roles:

  • Guide customer in solving their business and IT requirements leveraging Oracle products

  • Help the customer develop the best technology adoption strategy for Oracle products and solutions

  • Bring industry and cross-industry best practices to customer from the Oracle eco-system

  • Communicate Oracle strategy and industry vision to the customer

Inbound roles:

  • Develop large transformational opportunities from the customer industry challenges

  • Harvest industry best practices, knowledge and experience from other key accounts

  • Provide the account team with insights about customer’s key issues and business priorities

  • Collaborate with Key Account Director and other members to create strategic account plan

  • Act as a conduit between customer and Oracle Development to create a collaborative relationship

Desired Qualifications

Appropriately experienced candidates with a high potential for success as a Client Advisor are generally described as being/having:

  • Proved experience in driving business transformation enabled by technology

  • A respected thought leader within their industry or technical center of expertise

  • Highly knowledgeable of sector-specific business challenges and trends

  • Proven experience being influential and persuasive while advising C-level executives and staff.

  • Experience working in a large, complex global team environment

  • Excellent verbal and written communication skills, with the ability to present at the Board and C-level

  • Experience developing IT strategies for client organizations and the ability to become a “trusted advisor” to senior executives

  • Broad knowledge of key technology trends including but not limited to Engineered Systems, Big Data/Advanced Analytics, Digital, and Cloud across all layers of the technology stack, Customer Experience, ERP and HR transformation

  • Ideally, broad knowledge of Oracle Solutions in above areas.

  • Ability to communicate excitement and drive execution to deliver a service to the customer.

  • Strong program management and organization skills

  • University/Business School, University of Applied Sciences degree or equivalent

This person could come from a variety of backgrounds, but will be a highly knowledgeable within Telco in particular, business development, IT strategy and architecture. Such backgrounds could include:

  • Senior IT strategy manager, CTO, business executive within the above sectors

  • Management Consulting to include IT focused projects in the Telco sector.

Senior level engagement manager or partner at a large systems integrator, IT consulting firm or competitive organization where he/she has run a large solutions/services business; most likely at a level where they have managed the strategy and business development efforts for a practice.

Customer-specific profile requirements (summary):

  • The Client Advisor must be able to speak the "language of the customer"

  • Therefore, knowledge of the applications, processes and common IT solutions in Telco organizations is an absolute must

  • Full understanding and identification with Telco customer requirements and ability to provide an Oracle Solution blueprint that meets customer’s strategy for key projects and overall architecture

  • Acting as trusted advisor for C-level contacts

  • Long-term commitment towards customer and key account team

Location

This role is based in the Nordics.

Detailed Description and Job Requirements

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

Job: Sales

Location: SE-SE,Sweden-Stockholm

Other Locations: FI-FI,Finland-Espoo, NO-NO,Norway-Lysaker, DK-DK,Denmark-Ballerup

Job Type: Regular Employee Hire

Organization: Oracle