Senior Account Executive - FSI

The Oracle Senior Account Executive owns the leadership for a limited set of FSI customers, across all Oracle Fusion Applications (ERP, EPM, SCM, HCM, CX).

The Senior Account Executive is the day-to-day senior Oracle executive responsible for success within their territory and their customers. The AE must develop deep customer and industry knowledge and then influence the accounts through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.

The AE is Oracle’s primary leader and sponsor for our customers, responsible for the accounts growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle SaaS Portfolio for the accounts.

Key Responsibilities

• Develop and maintain the multi-year account plan for the accounts to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities
• Representation of the interests and concerns of the customer internally in order to coordinate customer expectations and services
• Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners
• Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure account requirements are represented
• Manage the interface between the account and Oracle personnel (including all sales specialists, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence as well as continuous improvement of service delivery standards
• Articulates both Oracle and the accounts value proposition to C-level management within both Oracle and the Accounts.
• Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives
• Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought-leaders as needed to provide value to the customer.
• Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisers
• Demonstrate a high level of business acumen and thorough understanding of the customer's business, organization, strategy and financial position
• Proactive investigate trends and common problems, including presentation of results and derivation of measures.
• Understand Oracle’s strategies and how these translate into solutions that address customer needs
• Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements and performance indicators, and key competitors
• Sell and promote the sale of Oracle products including contract negotiation
• Drive strategic and tactical planning for the account

Experience Requirements

LI-TR1

Career Level - IC5

Primary job duty is to sell business applications software / solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.