What are the responsibilities and job description for the Business Value Service Director (SaaS) -Italy position at Oracle?
Business Value Service Director (IC) - Continental Europe
The Business Value team (BVS) is the management consulting arm of the Client Engagement & Sales team for Continental Europe.
Fluent Italian is mandatory for this role.
The primary role of the BVS team is to
Bring executive presence and opportunity cycle management to customer interactions for C-level credibility and influence, engaging customers right from the start
Co-lead with sales the definition of a win strategy through value messaging & industry narratives.
Co-create account plan together with sales – coordinate & drive wider resources to achieve results
Build customer and industry data to create Business/Value cases together with customers
Curate and articulate an executive story and a compelling case for accelerated change/decision making
Develop recommendations and quantify financial impact for accelerating decisions
Provide expertise across the entire customer lifecycle for value marketing, consultative selling and value realization for the business, ensuring product demos support executive and industry storylines
Support sales on the development of pricing models, deal structures and negotiation strategies for all top opportunities
Responsibilities
Act as sparring partner to sales Account Executives and leaders (setting strong account ambition and execution plans, supporting the prioritization of resources towards top focus accounts)
Work in conjunction with Enterprise Architects, Domain specialist, Industry experts, Solutions Engineers and experience designers to own & develop their set of assigned strategic clients, achieve required results and conversion targets for their assigned opportunities and strategic clients.
Lead acceleration of customer decision through value based transformational roadmaps
Influence key customer decision makers and stakeholders
Understand the technical and change management efforts required to enable customer success, identify the associated risks and help with their mitigation
Work with a broad range of Oracle roles and partners to support complex opportunities with the appropriate skills, deliverables and outcome-based mindset
Deliverables
The role is business KPI driven; high level of flexibility will be requested in determining the adequate set of deliverables necessary to achieve the KPIs (e.g. strategic client revenue growth through pipeline increase, improved conversion rate, higher average deal size/share of wallet, etc)
Own and drive customer influence at every step of the sales cycle whilst growing deal size.
Client specific adoption roadmaps developed in collaboration with customers and delivery teams
Enterprise Industry Blueprints inclusive of Business and Functional capabilities models as well as Current & Future state Architectures
Industry KPI benchmarking and standard approaches/frameworks to enable business value creation through technology, AI/ML and innovation available in Oracle’s vast portfolio and/or already delivered in our large existing customer base & references
Expertise & Skills
A minimum 4-6 years of experience with a premier management consulting firm, a cloud enterprise software provider and/or a technology implementation partner with demonstrated C-level engagement leading transformational engagements (directly and/or by influence)
Demonstrated interest and ability to learn quickly with a good level of business & commercial acumen to lead strategic & technology consulting projects with varied industry focus and business imperatives
Good level of leading people outside of your direct chain of command towards a shared vision/goal, with an ability to coach account team members towards execution of the account plan and win strategy
Good level in understanding the role of business applications as enabler of business transformation
Versed in enterprise software sales, change management and strategy implementation & execution
Ideal candidate is a strong project leader, change agent, highly collaborative and trustworthy
Skilled in the areas of executive & peer influencing, storytelling, sales & negotiation, facilitation, consensus building, change management & problem solving
High levels of energy, passion, creativity and enthusiasm
Excellent communication, influencing and storytelling skills
Strength in working remotely within a culturally diverse organization
At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before. We expressly encourage disabled candidates to apply for this position. Please therefore feel free to voluntarily inform us in your application about any severe disability (degree of disability of at least 50%) or any equal status (degree of disability of at least 30% together with official decision on equality) in accordance with the German SGB IX
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Career Level - IC4
Responsibilities:
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
