Oracle Public Sector GTM Senior Manager in Austin, Texas
Job Identification : 100286
Job Category : Sales
Job Locations :
Organization / Team Description: North America Public Sector Strategic Programs
Our mission is to create opportunities, increase sales efficiency and accelerate closure for Oracle Cloud and Technology products in Public Sector markets. Specifically, we develop and manage demand generation-focused sales programs that are aligned with Oracle Cloud and Technology strategies and executed by Oracle Cloud and License sellers. This entails determining the overall addressable market for a given solution, associated business justification, and best practice enablement strategies. We also produce applicable selling assets and provide sales support throughout the lifecycle of the sales programs which includes identifying target customers, field enablement, best practices, delivering presentations at industry events, and current and prospective customers in the public sector.
The primary goals are: (1) to help drive accelerated revenue growth for sales of Oracle Cloud and Technology offerings in the Public Sector, (2) to leverage Oracle's cross line of business solutions that drive business transformation to our customers. This includes Oracle Cloud and License Technology offerings. (3) to identify and develop repeatable patterns of success and pass them into selling channels.
The Oracle North America Cloud and Technology organization has an immediate opening for a Senior Manager for the Public Sector North America Strategic Programs team. This individual manages a team that is responsible for the launch and execution of key sales plays within our cloud and license technology sales organization. Your role will be to manage the development and execution of sales strategy for assigned go-to-market programs, enabling our Sales organizations through the orchestration of the surrounding ecosystem to deliver measurable and significant revenues.
The ideal candidate will have worked previously in a Public Sector entity in the US or Canada or in a Public Sector Client Partner/ Sales Director or similar role, for a minimum of 8 years,and accumulated industry-leading experience and knowledge on key industry issues, including trends, regulations, and the industry landscape. You will understand industry regulation and government issues, particularly as it relates to organizational requirements to leverage cloud capabilities including data, privacy, and compliance requirements. You will also have developed an understanding of the industry value chains in Public Sector IT environments, and the core business processes and missions of Public Sector entities in the US and Canada.
Additionally, you will have at least a capability-level knowledge of the information systems and technology capabilities typically used to drive the core business and organizational processes in the North American Public Sector and have gained experience in a transformation program that involved in whole or in part, a technology transformation to the cloud.
This person will act both individually and via influence-leadership to coordinate Oracle resources virtually and in-person across boundaries to shape Oracle’s voice to organizations. This person will interact with customers, product management, Alliances & Channels, field marketing, government affairs, and sales leaders to deliver industry-relevant messaging and ensure that our selling and technical teams capture and communicate the full value of enterprise Oracle’s Cloud and License echnologies and effectively shape that value in terms that leaders in the Public Sector recognize and understand.
In addition to building close relationships with Oracle Sales leadership and sales teams, it will be the responsibility of this person to partner and engage with key internal Oracle stakeholder groups, such as Product Marketing, Product Development, Solution Engineering, and Oracle Consulting to shape our company messages, products, and delivery with a North America Public Sector point of view that’s differentiated in the marketplace.
Executive presence and presentation skills
Professionalism: This individual has a very high degree of confidentiality, maturity, tactfulness, and business ethics
Leading market-facing teams in their pursuit to create shareholder/stakeholder value for our customers.
Organization and communication; this individual is a self-starter that operates independently with little supervision, and has strong planning, organization, critical thinking, decision-making, and communication (verbal and written) skills
Flexibility and adaptability; This individual will cope with a sometimes ambiguous and changing environment and must have an unfailing sense of humor
Demonstrated Public Sector knowledge:
Industry-specific issues and current trends
Top management concerns
Industry-specific value chains and key business processes
Capability-level understanding of common industry-specific technology and information systems
Minimum 8 years applicable experience including program management, demand generation, business development, or sales enablement/support. Preferably with public sector organizations.
Knowledge of Oracle Cloud technology portfolios, cloud essential characteristics, and deployment models. Knowledge of on-premises Oracle Database, Middleware, and/or Application products is a plus.
Ability to build relationships and develop go-to-market strategies for specific service offerings.
Team player with strong interpersonal /communication skills.
Able to participate in multiple activities simultaneously.
Advanced MS Excel and PowerPoint skills.
Understanding of sales performance metrics.
Manages a team that is responsible for identifying relevant new business opportunities and designing "go-to-market" plans to deliver measurable and significant revenues. Consistently meets with potential customers and current customers to build pipeline.
Manages a team of business development representatives for a territory/region. May manage through other managers. The team is actively and frequently customer facing, providing the value proposition to business or org leaders, qualifying opportunities, and selling the value of the oracle solution. Provides daily operations management of lead qualification functions. Participates, as a team member, in strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and provides hiring recommendations to senior management. Manages budget. Provides support to marketing and sales programs.
Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge preferred. BA/BS preferred. Experience managing staff. Manage and control activities in multi-functional areas of sections. Ensure appropriate operational planning is effectively executed to meet business needs.
If you are a Colorado resident, Please Contact us or Email us at firstname.lastname@example.org to receive compensation and benefits information for this role. Please include this Job ID: 100286 in the subject line of the email.
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