Business Value Director – Telecommunications / null

Organisatie: Oracle
Locatie: null
Functie: Business Value Director - Telecommunications
Vervaldatum: 23/06/2021
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Job Description

Preferred Qualifications

Our Business Value Directors EMEA team lead the commercial action with top Global Accounts in the region.

We are looking for an experienced Communications Director to join our Business Value team. Our team consists of high caliber professionals hired directly from Industry or leading consultancy firms that help our strategic clients define and address their most complex technological and business challenges.

For decades Oracle has supported the largest and most advanced Communications companies in the world and we are now looking to expand our relationships by hiring a team of Business Value Directors (based in UK, BeNeLux, Germany, Switzerland, Nordics, CIS & UAE) with a successful track record in building, leading and delivering technology led, transformation programs. With a strong understanding of a Communications service provider’s operations and landscape, we are expecting you to bring first-hand experience in some of the key technologies impacting the industry; Cloud, 5G, Digital experience, IOT & Edge, OSS/BSS transformation, IT modernization, ML/AI and HPC. Having an understanding of the emerging business models and changing client and distribution structure is also essential.

The Telecommunications Business Value Director will be expected to lead pursuits and large bids in our strategic Communications clients across EMEA, working as part of a team. You must have proven ability to drive engagement and adoption.


  • Build and extend relationships with clients within the leading Comms service providers, be capable to connect with client execs in multiple functions and roles
  • Work closely with Oracle Sales to identify and develop opportunities in the strategic Comms clients.
  • Leads in developing the account penetration strategy with the Client Executives
  • Drives larger bids of higher quality to increase penetration in the EMEA Comms Strategic Clients
  • Lead multi-LOB bid and engagement teams with senior experts from sales, pre-sales, consulting, and solution architecture to help shape and drive the largest technology opportunities in EMEA
  • Participate in and/ or ensure quality in client engagements with the most strategic Comms clients and deliver increased client satisfaction and better opportunities for Oracle
  • Prepares and delivers thought-provoking executive proposals to engage customers in long-term business relationships
  • Multi-disciplined : Continually evolves & innovates to bring new ideas for investment and areas of potential to the table
  • Facilitates cross-functional discovery sessions to identify and prioritise key business value drivers
  • Author thought leadership content on cloud benefits, industry solutions, and “all things value”
  • Act as a business value subject matter expert in account planning sessions and quarterly business reviews
  • Serve as a thought leader and where impactful – define and create sector-specific collateral and thought leadership pieces including white papers, data sheets, and social media posts.
  • Has a mind-set of ‘The Customer defines their success’ – Bonds over their problems not our solutions
  • Act as key source of market insights into how our clients operate and into client decision making
  • Act as an EMEA Comms domain expert with other client teams
  • Demonstrate outstanding analytical and problem solving skills; exceptional ability to structure complex problems, develop hypotheses, and present well-supported solutions.

  • 8-10 years combined experience in leading roles in leading organisations with a dedicated focus in the Telecommunications industry
  • Must have worked on large transformational projects or change programs
  • Deep expertise in Communications strategy and execution, focusing on Cloud, digitization, 5G, client experience, automation and knowledge of HPC would be advantageous too
  • Passionate about enabling digital solutions and cloud within the industry boundaries and pushing the limits towards next levels of technology adoption
  • Action oriented with passion for fast movement but understanding the need for exceptional quality
  • Experience and credibility operating at CxO or Head of BU stakeholder levels
  • Fluency in English is a must
  • Demonstrated ability to analyse and interpret market data
  • Very strong interpersonal skills, with demonstrated ability to orchestrate and collaborate with diverse team members and external parties.
  • Ability to engage and motivate virtual teams and to oversee a variety of work streams simultaneously.
  • Proven ability to work in a fast-paced and high-pressured work environment.
  • Outstanding oral and written presentation communication skills.
  • Detailed Description and Job Requirements

    Overlay sales personnel providing specialist product expertise to the sales force.

    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.

    Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

    As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).



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