What You'll Do

·       Develop and execute Go to market plans to achieve and exceed sales targets and drive Market growth and expansion.

·       Maintain and Build an in-depth understanding of the Enterprise Risk & Finance market and changing technology landscape including regulatory reporting, treasury reporting, and bank financial management.

·       Build relationships and establish communications at the highest executive levels in your accounts and Markets to understand their business and technology challenges and priorities

·       Develop and maintain key account and opportunity plans for the most critical medium to high value opportunities.

·       Understand the formal and informal buying process in the customer's environment –  the influencers, gatekeepers, decision makers, budget holders and procurement -  and develop strategies for each to mitigate risk and increase deal confidence

·       Manage the closing process including negotiations, terms and conditions, and procurement activities

·       Consistently communicate and brainstorm with your colleagues, extended team and drive feedback into management around all aspects of account, opportunity and market development.

·       Leverage the power of the wider Oracle Ecosystem – work closely with your technology, application colleagues, Key Account Directors and Local Country Oracle management teams.

·       Collaborate with Marketing, Product and Customer Success to develop a sustainable “value proposition” to drive positive sales outcomes and deepen market presence

·       Participate and drive customer engagement at conferences, Industry events and seminars in your respective territory.

·       Develop a 5x 12-month pipeline of qualified opportunities to meet and exceed your quota targets

·       Effectively and rigorously use Oracle CRM system to maintain and manage your pipeline for end to end opportunity management and to ensure effective cadence on deal forecasting.

·       Build, Manage and Enable your partner ecosystem – regional and international consulting partners and SI’s -  to be your voice to market/ customer.

·       Build a deep understanding of your competitive landscape – the known and unknowns

·       Travel commitment – approximately 50 – 60% of time.