Director - Oracle Application Solutions - IBM - London

Job description
We are looking for experienced Oracle AD&I AMS Dealmakers to lead the development and closure of large Oracle application services opportunities within the UK market. The individual should have proven in-depth experience of selling Oracle application services preferably within the European market.
This role has the responsibility for successfully developing, selling and negotiating complex business relationships, where Oracle ADM Transformation/Application Outsourcing is a major component.
The AD&I Dealmaker leads sales engagements, selling solutions to complex business and IT requirements.
Part of the initial responsibility of the Dealmaker is to work closely with Business Development Executives (BDE's) and GBS Partners to create and qualify Application Services opportunities. Once an opportunity is qualified, the Dealmaker is responsible for assembling the IBM sales engagement team, leading the team and managing the engagement budget. The Dealmaker must also manage the customer relationship, participate in solutioning, establish beneficial pricing that is highly competitive and close the opportunity. In so doing, the Dealmaker must demonstrate a clear understanding of the customers business, organization, culture and the compelling reasons to act and manage third party consultant relationships (if applicable).
Application Services engagements are characterised by a complex combination of business, technical, financial, and human resources issues related to the strategic and tactical direction of customers. Change (such as economic conditions, financial performance, global competition, business strategy, mergers, acquisitions, and growth) tends to be the driving factor in these engagements. They are normally large, complex and highly competitive sales situations that are often global in scope and engagement negotiations are conducted at the highest levels. The Dealmaker must be an extraordinary team leader, an astute business person, exhibit exceptional business insight, show executive/boardroom presence and outstanding judgment.
You must be creative enough to devise and articulate a unique and compelling value proposition (which typically includes a diverse array of customized components), so that customer decision-makers clearly grasp the short and long-term business and financial value of a relationship with IBM. This demands both a deep understanding of how application services are delivered to provide value and an ability to translate and communicate this in business terms at multiple levels in a client organisation.

You will
-work with BDEs and GBS Partners to screen and select potential opportunities
- Assist the GBS Partner teams in opportunity creation and development
-Help articulate the IBM Application Services value proposition at all stages in an opportunity lifecycle
-Create and leads multidisciplinary solution teams to develop complex solutions for specific customer opportunities
-Maintain and coordinates an effective partnership with customers through senior executive contacts and with those who influence the decision-makers
-Navigate IBM internal procedures without exposing the client or IBM to any delivery/quality exposures
-Lead the development and refinement of the financial analysis that demonstrates the compelling financial rational for customers and the profitability goals of IBM over the lifetime of the deal
-Lead team to a solution that will enhance the customers competitive advantage
-Lead the development of deliverables, such as proposals and customer presentations
-Develop the strategy for winning the deal
-Play the key role in negotiations with the customer
-Ensure that the deal is closed

Required

Bachelor's Degree
Excellent and proven understanding of Oracle Applications portfolio and associated services : Mastered
Excellent understanding of Cloud Services : Mastered
Proven experience in solutioning and Global Delivery Models : Mastered
Consulting / Application Services / Outsourcing Delivery background : Mastered
Strong Industry Experience in at least one of the following: Financial Services, Retail, Manufacturing, Telco, Utilities, CPG : Mastered
Evidence of track record building and closing large Application Services deals : Mastered
Excellent analytical and reasoning skills : Mastered
Strong written and verbal communication skills : Mastered
Motivated by success and working in a team of fellow high performers : Mastered
English: Fluent

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