Job description
DEFINITION AND SCOPE: The Key Account Director is a unique role reserved for a named population of Oracle’s highest value and top priority customers. These customers are selected based on criteria that include the account’s total current annual and potential lifetime revenue value to Oracle. Key Accounts may also be Global or Divisional accounts. The Key Account Director is responsible for coordinating and representing the customer’s complete business relationship with Oracle across geography and all lines of business, and for both maintaining and maximizing the account’s overall financial value over time. The Key Account Director continuously develops and demonstrates leading knowledge of the customer’s business and Oracle’s related value proposition, and seeks to be viewed as a “trusted advisor” by the customer. The Key Account Director serves as the senior account executive and is responsible for maximizing the account’s lifetime value through a focus on retention, satisfaction, referenceability and top line growth. The Key Account Director will report to senior level management.
RESPONSIBILITIES / ACTIVITIES:
• Develop and execute collaborative account plans with customer
• Identify and understand customer business strategies and priorities
• Assess current customer relationship and identify improvement actions necessary to create a referenceable account
• Develop a collaborative account plan that positions Oracle in a meaningful role to support the customer’s key business strategies and priorities
• Ensure customer executive sponsorship for the plan
• Identify actions, checkpoints, resources, measures and timing to ensure correct and continued execution of plan
• Coordinate cross division and cross LOB participation in account plan
• Identify Oracle solutions to support customer strategies and priorities
• Form appropriate team to assess opportunities
• Coordinate the development and execution of opportunity plans
• Obtain input, buy-in and approval from Oracle Executive Sponsor for the account plan
• Drive cross LOB and cross division execution of collaborative account plan
• Review collaborative account plan status regularly as needed with account team and Oracle Executive Sponsor.
• Manage overall cross LOB and cross division account relationship
• Leverage broad executive customer relationships to coordinate and facilitate smooth customer decision making process for all Oracle initiatives
OTHER ACTIVITIES:
• Coordinate opportunity development with sales, consulting and support resources
• Coordinate development and communication of opportunity value to customer
• Maintain total account revenue forecast across LOB and divisions
• Develop strategies to thwart competitive initiatives and activities
• Manage and escalate critical customer issues
• Ensure there is account team member ownership for all account issues
• Communicate issue impact, status, and progress to customer sponsor, Oracle Executive Sponsor, key LOB management, and account team
• Propose and direct cross LOB and cross division investments in the account
• Define investment scope, objectives, expected results and value
• Form cross LOB team (as required) to develop investment plan
• Propose, negotiate and gain approval for account investments; advocate effectively for justified investments (across LOB)
• Gain commitment of cross LOB and cross division investment resources
• Conduct periodic investment reviews internally and with customer sponsor
• Develop and continually expand working relationships at the highest level in the customer’s corporate, business unit, and IT organizations
• Transition relationships to appropriate sales and support team members as new, higher level relationships are developed and expanded
• Establish periodic planning, status reporting and issue management dialogue with customer executives Ensure that an Oracle Executive Sponsor is put into place for this account, and that said Executive Sponsor is regularly briefed and up to date on customer and on Oracle strategy with this customer.
• Establish customer executive sponsorship
Desired Skills and Experience
EXPERIENCE REQUIREMENTS:
Demonstrated skill at leading and motivating a group of senior level sales and other customer-facing people, without having direct management control, through coaching and influencing.
Experienced in achieving objectives with team by managing through influence rather than direct control Boardroom-level sales/customer interaction experience – successfully sold at top management levels
Well-developed product and industry knowledge related to the customer account
Knowledge of business processes for the relevant industry
Demonstrated ability to balance potentially conflicting interests of Customer and Oracle
Experience will take into consideration the existing relationships a potential KAD has with the account, their solutions experience and knowledge of that industry.
The Key Account Director would require the following competencies at proficiency levels 5, advanced, as per the global competency definitions
• Communication • Influencing & Negotiating • Customer Focus • Building & Managing Relationships • Teamwork • Coaching • Results Orientation • Analysing and Problem Solving • Organizational Awareness • Business Development • Industry Mastery • Account Team Leadership • Account Management • Managing Account Potential • Opportunity Management • Sales Process Acumen
Fluency in both German and English
The role is based in Zurich with 50% of the time travelling to UK and USA.
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Email: jobs@aarenconsultants.in
