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Strategic Client Director - Nokia

Preferred Qualifications

**Strategic Client Director (m/f/

• ) Nokia**

Finland

The role is based in Finland

The Oracle Strategic Client Director owns the leadership for an Oracle Key Account (one of Oracle’s top revenue producing and market leading accounts), across all products, services and support.

The Strategic Client Director (SCD) is the day-to-day senior Oracle executive responsible for success at our Key Account, Nokia. Based in Finland, the SCD must develop deep customer and industry knowledge and then influence the Key Account through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.

The SCD is Oracle’s primary leader and sponsor for our customer Nokia and responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle products/ solutions for the Key Account.

Key Responsibilities

• Develop and maintain the multi-year strategic account plan for the Key Account to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.

• Representation of the interests and concerns of the customer internally in order to coordinate customer expectations and services globally

• Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners

• Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Key Account requirements are represented

• Manage the interface between the Key Account and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence as well as continuous improvement of service delivery standards

• Articulates both Oracle and Key Account value proposition to C-level management within both Oracle and the Account.

• Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives

• Create a quarterly business review cadence with KA Sponsors to track our progress on aligned focus areas / work streams and other interactions

• Develop improvement plans and ensuring that these are regularly reviewed and further developed for one or more complex IT services

• Maintain regular communications with the worldwide core sales and delivery teams and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration

• Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the key account on a regular basis

• Owns escalation issues for the Key Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Key Account and a win-win environment for the Oracle resources involved in the day-to-day operation of the Key Account

• Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought-leaders as needed to provide value to the customer

• Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisers

• Demonstrate a high level of business acumen and thorough understanding of the customer's business, organization, strategy and financial position

• Responsibility for the successful delivery of services within the agreed complex SLAs

• Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs to the service delivery units

• Proactive investigate trends and common problems, including presentation of results and derivation of measures

• Understand Oracle’s strategies and how these translate into solutions that address customer needs

• Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements and performance indicators, and key competitors

• Manage and develop a team of sales representatives

• Sell and promote the sale of Oracle products including contract negotiation

• Drive strategic and tactical planning for the account

Experience Requirements

• 10 years selling and account relationship management experience within Telco industry

• 10 years selling hardware and/or software and/or cloud

• 10 years in delivering high customer service

• History and track record of achievement of revenue and service/ project delivery objectives

• Ability to managing sales cycles as well as delivery cycles end to end

• Strong ability of allocation, coordination and management of resources

• Track record of business/account plan development and execution

• Cross-LOB team management experience - international team management is a plus

• Undergraduate degree in business or a relevant field. Masters degree is a plus

• Knowledge and network in the account Nokia

Detailed Description and Job Requirements

Responsible for providing leadership to the sales and account management processes and growing Oracle’s revenues associated with the full breadth of Oracle products/ solutions for an assigned Key Account. The job represents a balanced customer relationship management effort involving sales and account management skills, product knowledge/problem-solving/solution skills, and direction of all other and necessary Oracle specialized resources assigned to the Key Account.

Owns overall Oracle leadership across all products, services and support to an Oracle Key Account (one of Oracle’s 150 to 200 top revenue producing and market leading accounts on a world-wide basis). Is the day to day senior Oracle executive business resource assigned to the Key Account. Is chartered to facilitate and own the overall account and opportunity planning process and its execution for the Key Account. Is also responsible for the Oracle communication inside our global organization and across all organizations and lines of business withing the Key Account. The key objectives of the Key Account Rep are to develop deep customer knowledge and influence through forging executive relationships across all Oracle lines of business, increasing Oracle’s reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Key Account

History and track record of achievement of revenue objectives. Demonstrated ability to develop and implement business/account plans. Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results. Excellent presentation skills. Experience of team management. Cross LOB/BU or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. 10 years selling and account relationship management experience with major account.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: Sweden

Other Locations: Norway, FI-FI,Finland-Espoo, Denmark

Job Type: Regular Employee Hire

Organization: Oracle