Business Development Representative V (US-NSG)

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Job description

The Oracle National Security Group seeks a senior business development professional to build relationships and pipeline within one or more major Intelligence agencies. This role is a senior individual contributor with growth opportunity. An NSG BD representative is a key member of a virtual account team focused on driving the adoption of Oracle cloud and on premises products and services for select US Intelligence agencies. This individual demonstrates natural leadership skills and is held in high esteem by both internal and external stakeholders. Leverages existing and builds new relationships to position Oracle as a strategic partner and create a positive business environment. Responsible for the identification of relevant new business opportunities and designs "go-to-market " plan to deliver measurable and significant revenues.

The BD rep acts as primary liaison between Consulting, Sales, and Technical resources for the account's sales opportunities. Generates business opportunities through existing and new relationships, networking and referrals. Develops and coordinates a strategic relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product and cloud services. Executes aggressive strategies and plans to successfully drive Oracle as the preferred customer selection. Serves as the domain expert on selected account(s), providing the account team with deep insight into the customer organization, priorities, programs and key players. Leads the account team development and execution of a strategic account plan. Identifies and develops early stage opportunities to a maturity level that can be handed off to sales.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company and NSG initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in business development, sales or sales management. 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 as needed. BA/BS degree or equivalent, advanced degree highly desirable.

• Understand the national security market - Understand the top initiatives and programs in your account that will drive the greatest revenue for Oracle; Know and have contacts in the Customer community, the Partner ecosystem and the key System Integrators
• Understand the Oracle portfolio - Understand the Oracle and NSG story, solutions and technologies; Understand & Relate specific customer- focused use cases for Oracle solutions; Communicate new end-user mission and technical requirements to Oracle
• Build & Maintain Relationships within assigned Account(s) - Understand the customer priorities, programs and initiatives; Create and maintain influence maps; Build relationships with key influencers and decision makers
• Push Awareness in the System Integrator Organizations - Elevate Oracle's strategic status with key System Integrator partners for the account(s), drive executive capture & technology relationships, push go-to-market solutions that will allow System Integrators to discriminate in the market and influence end-user customer requirements
• Assist with Account Team Sales Strategies - Engage & coordinate with the NSG account team (Sales, Pre-Sales Consultants, Consulting Services, Mission Solutions, etc.); Drive ongoing planning and execution across LOBs; Lead team in creation and execution of strategic account plan; Build call plans with end customers and key partners; Develop program bid strategies with the account team and NSG senior leadership
• Drive Adoption of Oracle technology during Program Capture Phase - Execute program specific call plans; Push program focused value propositions; Arrange demonstrations and deep dives; Negotiate positions on System Integrator teams; Ensure System Integrators are getting proper proposal & technical support; Help System Integrators win program business.
• Drive Adoption of Oracle technology in existing Programs - Understand the key existing programs in assigned account(s) and the System Integrators who hold the contracts; Develop relationships with System Integrator program leadership; Show how Oracle solutions can minimize costs, meet schedules & service level agreements, and/or expand the contract scope.
• Manage a program-specific funnel of both pre-award & post award opportunities - Focus is on the largest, long term opportunities. The BD leader is responsible for understanding Oracle's value proposition in these important initiatives, building & executing campaigns to position our technology and understand the competitive field in the market.

Requirements:

• TS/SCI Security Clearance required.
• 10+ years' experience in technical, sales and/or BD roles with enterprise IT technology vendors or Systems Integrator focused on the US Intelligence Community
• Strong knowledge of the assigned account(s) and Intelligence Community as a whole
• Existing relationships and the ability to expand and build new productive business partnerships within the customer community
• Demonstrated success in negotiating and executing teaming agreements
• Excellent communicator that can comprehend and articulate clear value propositions
• Proven ability to analyze market, set strategic goals and lead collaborative team execution
• Familiarity with a broad range of cloud services is desirable
• Ability to travel 20%+
• Technical or Business undergraduate degree desired, MBA a plus

Core Competencies:

• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Strong business acumen and negotiation abilities; regularly monitors and own and/or team's progress against performance goals.
• Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Gain broad support and buy-in for initiatives from key stakeholders; influences others to change their perceptions in a positive, creative and respectful way.

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.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. 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 as needed. BA/BS degree or equivalent, advanced degree highly desirable.

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