Oracle Key Account Program Manager in Melbourne, Australia

Key Account Program Manager

Preferred Qualifications

Key Account ProgramManager

  • Thisis a high profile Delivery and Consulting role reporting into the KeyAccount Director of one of Oracle’s leading Key Accounts globally

  • Youwill engage with C-level executives at Oracle and the customer on largetransformational programs

  • Thishands-on role is responsible for leading and managing all consulting andsupport services related engagements in the Oracle Key Account

  • Thisaccount has a large Oracle footprint with many of its products runningmission critical operations and supporting Tier 1 applications.

  • The accounthas invested significantly with Oracle. It is critical that we optimizethe use of the technology especially where multiple products and Oracleteams are integrated to deliver a large strategic platform

  • Thisrole is mandated to work with the Account Team to ‘look after the lastsale’ of the Oracle products and ensure they are implemented and supportedeffectively in order to support the promotion of the Oracle brand


  • Ownand Manage Oracle’s Overall Delivery & Services engagement with thecustomer including relationships with Consulting Partners or Sales

  • Workwith Consulting Delivery to maintain continuity and quality of clientrelationship

  • Engagein Delivery and Services related activities Pre and Post Product and/orServices Sale

  • PreSales engagement is critical to help construct the program of work toensure it is architected and planned for success


  • LeadSteering Committees and Executive Forums that involve complex discussionsrelating to Oracle cross LOB solutions and related issues

  • Tasksmay include attendance and leadership of ‘war rooms’ and hyper-caremeetings

  • Bethe customers single point of contact and co-ordination for all Deliveryrelated matters particularly in larger programs where multiple integratedOracle products are installed and running

  • Ensurethat the integrated Oracle stack is run and managed as a single Oraclecapability

  • Thisrole is hands on a requires an understanding of the Oracle technology

  • Manageissues between Oracle and the customer to achieve positive outcomes

  • Manageescalations and also ensure that appropriate escalation processes arefollowed to ensure maximum benefit to the customer

  • Establishstrong, lasting and collaborative relationships with the Oracle SalesManagement and Field organization, Support other LOB’s to ensure thesuccess in the Account

  • Buildcustomer relationships to ensure high service delivery

  • Ensuresuccessful Delivery and Optimisation of the use of the Oracle products,paving way for Expansion

  • Minimumof 12 years implementation & consulting experience with provenexperience in large transformational programs in Tier 1 banks or largeorganisations

  • Abilityto work within a highly competitive and complex environment and engagecredibly with and senior architects, engineers, program managers.

  • Abilityto understand and navigate the Oracle engineering and pre sales/salesorganisations inside Oracle

  • Senior-levelCustomer facing skills to represent Oracle with the customer and drivediscussions regarding trade-offs, best practices, project management andrisk mitigation.

  • Knowledgeof Oracle Technology is essential & ideally with strong knowledgeacross Oracle the middle suite

  • Ableto work independently with discipline & structured approach.

  • Able to get involved across the entire sales cycle utilizing abroad knowledge of Oracle

  • Ableto articulate solutions with respect to business requirements of thecustomer

  • Able to develop strong business relationships with customers. This should include coverageto 'C' level executives

  • Able to build & foster strong internal relationships with multiplecross-LoB channels. Leading contributor individually and as a team member,providing direction and mentoring to others.

  • Able to work with Oracle Product Engineering and supportteams to review product issues and resolve customer problems

  • Strongtrack record with Architecting and project delivery experience

  • StrongProblem Solving & Communication Skills.

  • StrongPresentation Skills

  • Excellentinterpersonal, communication and leadership skills

  • Highlevels of energy, creativity and enthusiasm

  • Applicantmust have Undergraduate degree or equivalent experience with ability totravel as needed.

Detailed Description and Job Requirements

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Master Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Job: Pre Sales

Location: AU-AU,Australia-Melbourne

Job Type: Regular Employee Hire

Organization: Oracle