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Introduction

The Oracle OCI Growth Leader is responsible for ongoing identification, development, and assessment of business opportunities across key accounts in multiple industries. Position requires a deep Oracle Cloud Infrastructure or other comparable hyperscalar.

This Partner is responsible for developing extensive executive and senior management relationships in client organizations that lead to being viewed as a "trusted advisor."

This executive will work collaboratively with other IBM units, other partners, and outside consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM Consulting engagement team, disqualified, or referred to another IBM provider.

Will own the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.

The Oracle OCI Growth Leader uses the full capabilities to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.

The Partner will help develop and maintain an effective business relationship with existing and net-new client's management team and influence the overall success of IBM’s Consulting offerings within the market. S/he will work on a full-time basis to help sell and deliver large-scale and complex Oracle Cloud Transformations.

Your role and responsibilities

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The Oracle OCI Growth Leader will be responsible to lead the successful GTM strategy and delivery of largescale NA Oracle Cloud Infrastructure programs.

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The Oracle OCI Growth Leader will lead the creation of new business opportunities and will be accountable for success through to the end of client engagements. S/he must have extensive delivery experience, a track-record of effective leadership and must be recognized as an expert within various industries.

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The Oracle OCI Growth Leader will be accountable for the financial success and client satisfaction of engagements. The candidate will define criteria for the scope, risk, and profitability of engagements, as well as the viability of new business opportunities. This individual will identify, qualify, assist, and manage the closing of new business. Responsible for developing lasting relationships based on mutual respect with clients’ decision makers. Will direct the development of new solution offerings or methods to support the penetration of new markets.

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The Oracle OCI Growth Leader will contribute to and be held accountable for the attainment of business objectives. Individual will also support the health and development of the practice through regular communication and participation in mentoring or coaching activities. Develop strong and trusted relationships with other areas of IBM and with team members to achieve quick responses to client demands.

Required technical and professional expertise

The successful candidate must possess the following:

Profit and Loss (P & L) experience.

Demonstrated people management ability to lead and mentor staff of all levels.

Strong leadership skills and the ability to multi-task within a fast-paced and dynamic workplace

Ability to identify, pursue and lead Oracle Cloud Infrastructure sales and delivery engagements.

Drive pipeline for HCS in Oracle Cloud Infrastructure for Americas

Partner with Oracle and develop a strong alliance across GTM and solution architecture

Build a practice within HCT on OCI that can lead and drive cloud transformation on OCI for our accounts

Drive GTM and Soln architect capability and proficiency on OCI for the Americas

Work closely with BTS and create joint offerings that drive stronger client consumption on OCI

Be responsible for Oracle’s executive relationships with our largest customers. A key responsibility will be delivering customer value and outstanding service to achieve revenue growth across the customer base

Focus on building and progressing OCI pipeline with customers by identifying, developing, defining, architecting, and assisting in closing large strategic deals that support customers’ journey to the cloud.

Responsible for developing deep insight into customers’ strategic goals and often structuring complex solutions.

Work closely with customer C-suite and their direct reports to understand near and long-term central initiatives, technology roadmap, and business issues, translating them into differentiated solutions.

Understand Azure, GCP, and AWS products and business models and clearly articulate how Oracle solutions differentiate and have direct value to customers while also providing an integrated hybrid/multi cloud approach

Develop internal and external strategic client relationships at scale that drive customer dedication and promote collaboration across all business units.

Articulate insights to clients, taking the opportunity to solidify IBM & Oracle as a trusted partner and industry insider.

Proven ability to communicate effectively at the executive level.

Ability to attain both sales and delivery targets including signings, revenue, profit and utilization.

Have the business acumen to lead Oracle Cloud Infrastructure pursuits at new logo clients and expand penetration at existing accounts.

Ability to provide industry guidance, strategies, and Oracle Finance best practices.

Demonstrated business acumen including superior negotiation skills and contract/profit management.

At least 20 years of progressive post-graduate business experience, specifically in:

Business Development, Consulting and Delivery of Oracle Finance solutions; guiding and facilitating Executive level business decisions and performing business analysis such as quantitative and qualitative analysis, business case development and operations analysis.

Developing Executive and / C-level execs level relationships, with prior experience in the identification, development, and closure of Oracle Finance implementation sales efforts

Having a Track record of achieving individual sales quota of $15M+ annually and $15M+ in Revenue Managed

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.