Cloud Platform Business Development Lead, ASEAN
2d ago

Preferred Qualifications

Oracle is rapidly transforming itself into a hyper scale cloud player by aggressively rolling out Generation 2 Cloud Infrastructure and Data Centres, across the world and specifically in Asia-Pacific. The Oracle Cloud is differentiated through its enterprise-grade capabilities that host a comprehensive suite of offerings across IaaS, PaaS and SaaS. More than 80% of enterprise workloads still run on on-premise systems. At Oracle, we believe we can make the critical difference in moving this percentage much higher, through the enterprise-grade security, robustness, open standards and integration capabilities that our cloud portfolio provides. Does being part of this amazing journey excite you? Do you have a passion for helping organizations on their journey to the cloud, to move, improve, secure and govern their data capital and application assets from on-premise to the cloud? Do you have it in you to own the cloud roadmap of your customer? Are you able to take ambiguity and complexity and turn it into a simple, clear set of key value based messages? Do you have a "can do" attitude? Is coaching and leading second nature to you? If you answered ‘Yes’ to all of these questions then this could be you!As a Cloud Platform Business Development Lead, ASEAN, you will be a player-coach, leading a team of technical-oriented, cloud-knowledgeable, business development individuals focussed on building and expanding the cloud pipeline for Oracle’s IaaS/PaaS cloud services, with a special emphasis on data management workloads. Given the importance of this role, you will be reporting directly into the regional managing director with a dotted line reporting into the ASEAN Solution Engineering lead. Responsibilities •Lead a team of Cloud Business Development experts across the ASEAN region, ensuring that each member of the team is fully motivated and committed to achieve the objectives of the role•Help regional sales teams plan and execute “positioning to booking” sales process, such that they exceed monthly / quarterly sales targets by selling Oracle PaaS/IaaS portfolio into respective named accounts and/or within an assigned geographical or vertical market. The key measure of this will be sales participation rate. i.e., each sales team member to have one IaaS/PaaS deal per month. •Design/leverage and implement programs that result in adequate pipeline to ensure over-achievement of regional cloud targets•Drive activities to increase awareness, demand and adoption of Oracle’s cloud services•Engage with key customers to create cloud adoption and expansion roadmaps•Build / Leverage assets that help simplify available information into key sales messages helping sales teams with value based selling, business case definition, ROI analysis, position references and analyst data.•Develop programs for specific workloads that could be easier targets for cloud migration in the Oracle customer base across Singapore, Malaysia, Indonesia, Thailand and Philippines•Drive the workload migration program to Oracle Cloud, with the help of the solution engineering and customer success teams•Stay abreast of global and regional cloud market and the competition•Coach the sales teams on effective ways of dealing with competitive traps and objection handling•Align with the APAC Cloud Business Development teams to contribute and leverage key learning•Provide weekly reports to Regional Managing Director and the Sales Operations team on the health of the Oracle Cloud Platform business in the region•Continuous improvement in self-research, learning and readiness on Oracle’s new product offerings Competencies •Ability to lead a small team of high-impact individuals, set directions, track progress to achievement, coach/mentor and motivate the team •Successful history of result-oriented business development (or solution specialist) roles, driving net new business sales as well as increasing the wallet share in existing customer base•Minimum of 12+ years of relevant experience in positioning, selling enterprise data management and emerging technology solutions. Minimum 4 years gained within major public cloud vendors.•Credibility at all levels, including Lines of Business and CxO.•Solid understanding of the IT industry Cloud landscape and market•Ability to crystallize complex, ambiguous information into simple, clear , value and differentiation based messages•“Can do” attitude•Sales experience with a Cloud vendor would be beneficial•Pre-sales consulting experience or other hands-on experience with workload migrations to the cloud, would be an added advantage•Experience in understanding regulatory and enterprise security considerations and designing solutions factoring such considerations•Good written, verbal, and presentation skills•Be creative with strong problem solving skills and the ability to succeed in a fast paced environment•Proven ability to work well as part of an extended sales team and collaborate with multiple functions such as sales, solution engineering, product management, APAC teams Profile / Characteristics The role calls for individuals who have the following additional characteristics:•Individuals who have a strong belief in Cloud solutions •Self-starting and self-motivated individuals who can assume technical and or sales leadership of solutions•A keen-ness to learn continuously about the industry, domain, solutions and products•Collaborative approach to issue resolution•Ability to analyze and innovate as needed, to address different customer situations •Ability to understand, work and travel in both developed and emerging markets of ASEAN
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