The primary focus of a Cloud Technology Business Development Consultant is to generate demand for Oracle Cloud Infrastructure (OCI) solutions and services through a mix of inbound calls and outbound prospecting within an assigned territory or vertical.
As the Business Development Manager, you would lead a team of Business Development Consultants (BDC’s) to identify new customers for OCI, though a qualification process that converts leads into pipeline for sales.
This will include identifying and qualifying customers making the transition from On-premise technology to Hybrid and Full Cloud, using a combination of IaaS, PaaS and SaaS solutions from Oracle.
The ANZ Business Development Director will need to lead from the front buy coaching, guiding and demonstrating effective prospecting & qualifying techniques, with help of internal program managers and assets.
The leader will develop a plan to deliver the budgeted pipeline by 1) working closely with Marketing to address interest from target marketing events and digital activity; 2) driving focused GTM campaigns aligned to the cloud; and 3) though close partnership with regional Sales leaders, to focus BDC teams on specific customers segments to drive business growth.
This role is a critical leadership role, requiring business acumen, tireless pursuit of detail, and highly disciplined sales methodology as well as stakeholder role will manage a team of 5-6 telesales business development representatives for the Australia, New Zealand and Pacific Islands territory, and will be required to complete the following;
1. Provides daily operations management of inbound and outbound call response and lead qualification functions.
2. Creates product, sales, and business function training programs for BDC team.
3. Coordinates marketing (direct mail, advertising, activities with Marketing organizations.
4. Responsible for coaching, performance management, and career development of staff.
5. Participates in the recruiting process and provides hiring recommendations to senior management.
6. Manage lead and pipeline progression KPIs, driving to budget attainment.
7. Provides support to marketing and sales programs.
8. Frequently interacts with supervisors and/or functional peer group managers and senior management.
9. Experience qualifying prospects and customers and an understanding of the sales cycle process.
10. Experience training professional sales staff.
Coverage: ANZ
Career Level - M3
Management Responsibilities:
11. Defining the business plan and goal with sales leaders to meet pipeline requirements.
12. Hiring and leading a diverse team of BDC’s covering ANZ region.
13. Ensuring robust coaching processes and one on one time with each team member and their continued career development in Oracle.
14. Motivating individuals to succeed through impassioned leadership, coaching, creative sales incentives, and broadcasting of results.
15. Establishing and running the business cadence for the India Cloud Technology team
16. Signing off on all business criteria for opportunities and ensuring quality pipeline.
17. Ensuring all key milestones for the teams are met including yearly, quarterly and KPI reviews.
Reporting and Alignment:
18. Working closely with the sales leaders in the business for progression of pipe to opportunity and won business.
19. Maintaining partnership with sales stakeholders and ensuring visibility into BDG contribution.
20. Aligning behind key GTM strategies including sales plays and marketing lead responses.
21. Facilitating close interaction with the Marketing, Strategy and Sales program teams.
22. Ensuring lead to response times meet the relevant SLAs.
23. Ensuring that all pipeline and progression reporting is accurate and communicated widely.
24. Providing business insights and critical weekly updates to sales management.
25. Providing demand generation insights, and knowledge to drive better results and collaboration.
Customer /Solution /Industry Knowledge:
26. Understanding all key personas and business needs for the business portfolio.
27. Sound knowledge of business practices and transformation and the drivers of change in India market by key industries.
28. Understanding the product solutions, key selling benefits and accessing knowledge resources.
29. Acquiring and maintaining a working knowledge of the complete capabilities of Oracle service offerings.
Ideal Candidate:
30. Min 7 years business development leadership or sales experience (preferably Cloud Solutions)
31. People management and cross functional team leadership skills are essential
32. Inspires a team focused and collaborative environment.
33. Passion for coaching emerging sales talent.
34. Excellent organizational, prioritization, and time management skills.
35. Proven record of quota bearing role in inside sales.
36. Solid experience in Cloud Solutions (PaaS/IaaS/SaaS)
37. Intelligent, motivated and competitive with a “roll-up-the-sleeves” and “get the job done” attitude.
38. Passion for identifying customers opportunities for transformation and helping them on that journey.
39. Excellent communication (verbal, written, and presentation) and interpersonal skills (outgoing and personable). Must know how to influence
40. Ability to collect, organize, and display data in spreadsheet and powerpoint format. Preferably cloud based analytics tools, such as Oracle Analytics Cloud.