Account Engagement Specialist Role
Fluent German speaking is needed for this role
Oracle is a global leader in providing modern applications in the cloud to support needs of CFOs, CPOs, COOs and Supply Chain Directors willing to transform their business. As part of our objective to increase our market share we need to accelerate our penetration in Net new accounts and our Key accounts.
Purpose of the role: accelerate pipeline creation by improving account penetration and by developing relationships across the account’s business and identify opportunities
Description of the Account Engagement Specialist Role The Account Engagement Specialist Role is a customer facing role The Mission of the Account Engagement Specialist Team is to develop relationship with multiple business stakeholders in a nominated set of accounts Identify needs and create opportunities Product Scope of the role: ERPM The Account Engagement Specialist would be able to position Oracle, our Strategy and our Solutions at the earliest stages of the sales cycle. The Account Engagement Specialist will build relationships at all levels but focused on department leaders across all functions in the first instance. The account engagement will work hand in hand with the ASR during the first stage of an opportunity.
Skill profile: Industry expertise, research and presentation skills Finance Background – CFO Advisors / Influencers High Level end to end business understanding Client relationships building skills Ability to articulate business value proposition for ERPM “Hunter” mentality because of > 80% share of NN accounts
The account engagement specialist will leverage marketing and business development initiatives and
programs, industry content and existing Alliance and Channel relationships in the account to succeed.
RESPONSIBILITIES: Accounts Strategic Direction / Planning Define Account Strategy & Planning with the ASR. Take ownership and execute based on the agreed plan with the ASR Increase Contact base in each account Discover customers challenges and needs and opportunities in the set of accounts ERPM Solution / Business processes specialist Ensure a deep understanding business processes challenges and transformation of the customers in specific industries Ensure a deep knowledge of Oracle’s main competitors in ERP and EPM domains Strategic and Transformational Deal support Support the ASR and the Key Account directors in the execution of their Strategy Develop the appropriate coverage and knowledge of each account at HQ and Subsidiary level
KPIs Pipeline creation in the set of accounts allocated in rolling quarters Value and number of opportunities on a quarterly basis # of deals that successfully progress to SS5 Achieve target number of contacts / meetings in the set of accounts allocated ERPM revenue at the country level
Subject Matter Expertise Minimum of 7 years’ experience of end-to-end Financial processes in sales , Business development or presales Demonstrable strong experience of Core ERP, Procure To pay, Order To Cash , Performance management processes Good understanding of a couple of key industries (Financial Services, Retail, Manufacturing, High Tech) Understanding of ERP and EPM competitive landscape Ability to talk to CFOs, CPOs, CIOs, practitioners and experts in customers, consulting companies and partners on a peer to peer basis Business development
Professional & Personal Competencies: Educated to degree level Opportunity and customer focus, results orientation Project Management Skills Building Relationships & communication Influencing and Negotiating Decision Making Coaching Ability to engage in business in English Ability to travel frequently in Europe and from time to time in Middle East and Africa
The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future
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