Strategic Private Equity Relationship Manager

Job Description

The Strategic Private Equity Relationship Manager will be responsible for Oracle's relationships with some of the largest Private Equity firms and their portfolio companies. A key responsibility will be delivering customer value and providing exceptional service to the customer in order to achieve revenue growth across the customer base.

As an Oracle executive, you will develop deep insight into their key customers' strategic goals and structure often complex solutions that draw on multiple Oracle product areas. You will be responsible for establishing and maintaining C-level customer relationships and for developing and leading large account sales by establishing sales strategies and equipping the team with the sales processes and techniques needed to meet/exceed company growth targets.

Key Responsibilities

• Manage and influence leaders across Oracle to keep them focused on the priorities of the client and their portfolio companies, providing high-level coaching and support to keep their performance on track
• Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support by creating ambitious account plans that deliver sustained growth and meet revenue targets
• Develop long-term relationships with customers by providing sales support to build connections, references, and revenue.
• Prepare RFP responses, proposals, and other sales-related documents that enable the company to expand its relationships with existing customers
• Work with our Technical Support team to oversee timely and accurate resolution and communication regarding customer issues
• Create alignment within their team by establishing a common approach and a clear framework for account management
• Empower account directors by giving them freedom to deliver but making the time to provide support when needed
• Demonstrate fresh thinking by creating bespoke customer solutions and putting together innovative deals
• Understand competitors and clearly articulate to customers how Oracle solutions are differentiated and add value
• Keep up-to-date with Oracle technology as it evolves, and feed insights into customer needs to support technology development
• Maintain awareness of strategic changes in Oracle, and flexibly adapt key account management approach accordingly
• Communicate organizational changes and developments in sales approach to Account Director team, and support/coach them in behavioral adaptation
• Take risks with pricing and negotiation in order to secure long-term customer satisfaction
• Build/maintain an industry customer reference program; initiate demand generation and Marketing programs. Attend, host, and speak at appropriate marketing events
• Perceive the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers.
• Understands the basics of pricing and can articulate the value or reasons behind pricing
• Analyze data and metrics accurately in order to understand business performance and where necessary make decisive course corrections
• Quickly get to grips with complex customer organizations, pulling together comprehensive key account plans in order to leverage market opportunities
• Uses consultative selling skills to engage new customers and probes to uncover unmet needs, add value
• Monitor compliance with all sales contracts; interface with internal teams to ensure compliance
• Develop internal and external strategic client relationships at scale that drive customer commitment and promote cross line of business collaboration
• Plan and implement marketing and business development efforts with other parts of the organization to add to Oracle's referenceable customer library
• Conduct business reviews with key accounts to identify new business opportunities and manage ongoing customer interaction

Year One Critical Success Factors

• Grow Oracle's mindshare, across our entire portfolio within the Private Equity firm and their portfolio.
• Develop a more agile and collaborative way for deals to get done.
• Build a customer-centric team that can drive meaningful value to customers.
• Understand the Account business requirements and develop "tailored" Oracle solutions.
• Drive exceptional customer service.
• Introduce the Accounts to Oracle solutions & products that match known and potential business needs.
• Successfully establish a positive Reference Account.

Preferred Skills and Experience

This leader will develop long-term relationships with customer executives and develop the next generation of Oracle advocates.

• A holistic understanding to technology and operating models that evoke creative customer solutions
• Proven track record of architecting complex big deals with large multinational corporations
• Ability to thrive in an environment with ambiguity, change and take a broad holistic view of key accounts in order to meet customer needs
• Ability to work collaboratively and inclusively with colleagues across the organization in order to bring different technology solutions and functions together to secure a deal
• Energetic and positive attitude in the face of stress and able to take some risks, e.g. in relation to commercial negotiation and pricing, by sacrificing short-term revenue in order to generate a longer-term win
• A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought
• Astute in dealing with conflicts internally and externally, and be prepared to say 'no--- and diplomatically push back against unreasonable customer demands, but without jeopardizing the overall relationship
• A strong focus on execution. An executive with the appropriate level of drive and "toughness" to effectively manage in a fast-paced environment, ensuring results and deadlines are achieved without damaging morale
• An enthusiastic, high-energy and motivational leader who is visibly passionate and capable of inspiring and galvanizing an organization

Leadership Competencies

• Performance, drive, and execution --Holds self and others accountable for delivering shareholder value. Creates and instills a performance-driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.
• Collaboration ---Fosters collaboration between business leaders. Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues. Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes. Aligns strategic priorities of own area with the direction and priorities of the broader organization.
• Communicating for impact —Ensures clarity around the organization's strategic intent and business objectives. Champions strategic initiatives in ways that generate organization-wide understanding and support. Builds confidence and inspires support through a convincing presentation style.
• Inspirational leadership —Establishes and models authentic leadership across internal and external boundaries. Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.
• Competitive edge —Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions. Builds long-term business value. Creates a culture of innovation and encourages entrepreneurship. Strategically develops a range of options/paths to achieve business objectives within a changing environment.
• Change agility —Initiates strategic change initiatives in anticipation of a changing external environment. Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment. Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others
• Mastering complexity —Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries. Creates an environment of personal accountability and ownership for problem-solving.

Education

A Bachelors' degree is preferred. An advanced degree is a plus.

About Oracle

For more than four decades, Oracle has delivered innovation upon which entire industries have been built. From transforming healthcare to advancing scientific research, the work we do at Oracle is not only transforming the world of business—it's defending governments, powering nonprofits, and giving billions of people the tools they need to outpace change.

Scale

• US$50B in revenue in FY2023
• 430,000 customers in 175 countries
• More than US$72B in R&D since FY2012
• US$110B+ spent on more than 150 acquisitions
• 20,000 partners across the globe
• 164,000 employees
• 18,000 customer support and service specialists, speaking 29 languages
• 30,000 implementation consultants

Innovation

• World's first and only autonomous database
• Industry's broadest and deepest suite of cloud applications
• Holds nearly 19,000 patents worldwide
• 47,000 developers and engineers
• 5 million registered members of Oracle's customer and developer communities
• 469 independent user communities in 97 countries representing more than 1 million members

Social Impact

• US$23+ million donated to support 7,000+ nonprofits through grants, sponsorships, and employee giving in 64 countries.
• Oracle Education Foundation delivered 8,363 hours of learning in technology, design thinking, and futures thinking, supporting 327 students.
• Recycled and reused 99.9% of retired hardware.
• 22,966 Oracle Volunteers donated 101,006 hours to complete 1,603 projects for 813 organizations in 48 countries.

Career Level - IC5

Responsibilities

Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)

About Us

As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone's voice is heard, we're inspired to go beyond what's been done before. It's why we're committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We've partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling , option one.

Disclaimer:

Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer