Defence Sales Lead (m/f/d) Germany

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You and Oracle

At Oracle Cloud Infrastructure (OCI), we build the future of the Cloud for Enterprises and Organizations as a diverse team of fellow creators and inventors. We act with the speed and attitude of a start-up, with the scale and customer focus of the leading technology company in the world.
For decades Oracle has supported the largest and most advanced Defence and Intelligence organizations in the world. With a strong understanding of the Defense and National Security operations and landscape, we are expecting you to bring first-hand experience in some of the key technologies impacting the industry; Cloud, Digital, core Defense & Security transformation, IT modernization, ML/AI with a deep knowledge of defence sector security requirements. Understanding the changing global environment, emerging technology trends and national defence sector transformation imperatives is essential.

Key Responsibilities

The Defence Sales Leader will be responsible for building and expanding Oracle Cloud position in the Defence Sector. This will include the German Ministry of Defence, the intelligence services and Defence Industry Base in the Germany. Your mission is to bring the value of the whole Oracle Cloud portfolio (IaaS, PaaS and SaaS) to serve effectively Defence Sector digital transformation imperatives. You will collaborate closely with our multi-cloud partners to create an exceptional interconnected cloud experience for our Defence customers in the country. As the national Defence Sales Leader, you will connect with a team of professionals (including sales) who's the main mission will be to identify strategic projects, to position unique Oracle value proposition across Defence sector organizations and finally close the agreements and drive Oracle cloud adoption and consumption.
In this role, you’ll a build a strategic national business plan and execute on it to achieve business objectives in terms of bookings and consumption. You will coordinate with a sales team, consultants and architects to drive business outcomes, with full accountablity for the results. You will collaborate with supporting functions within Oracle for Defence and with our ecosystem partners. You will manage the execution and closure of sales opportunities. You’ll offer new ideas and perspectives on activities which will produce significant long-term benefit to Oracle, our customers and our partners.

Specific responsibilities include:

Drive the implementation of Oracle’s cloud strategy with Defence customers. Work collaboratively with the VP EMEA Defence and his team to create an interconnected cloud experience for our Defence customers in EMEA.
Drive success for bookings and consumption of Oracle and our multi-cloud partners’ portfolio.
Maintain and share deep understanding of the Defence and Security landscape in order to identify and prioritize key opportunities for Oracle and our ecosystem partners.
Develop and communicate a pipeline of future business that underwrites targets, providing revenue forecasts.
Create compelling value propositions based on Oracle and our ecosystem partners for solutions targeted towards Defence customers.
Define appropriate channels to market and driving multiple lines of engagements to win business.
Ensure all contractual agreements between Oracle and the customer are fulfilled.
Ensure high levels of customer satisfaction within assigned accounts; acting as a point of escalation for issues between Oracle and selected top customers.
Personally work with customers and partners to support and advocate for sales opportunities.
Monitor sales forecasts, activities, and plans to ensure smart decision making.
Manage non-standard bids and proposals through to approval and agreeing revenue recognition.
Build and maintain an industry customer reference program, initiating demand generation and marketing programs. Attend, host, and speak at industry marketing events.

Year One Critical Success Factors

Grow Oracle’s business, within Germany and other Defense Industry Accounts by leveraging the full Oracle portfolio and those of our ecosystem partners.
Grow bookings and consumption of Oracle portfolio.
Introduce the Defence Industry Key Accounts to Oracle solutions & products that match known and potential business needs.
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Responsibilities

Preferred Skills and Experience

10-15 years combined experience in similar roles in leading organizations with a dedicated focus on the Defense, Intelligence & Security Industry.
Proven deep experience with Government and Defence organizations.
Track record in positioning and selling large and complex projects to Defense customers.
Ability to build and maintain long-lasting business relationships with Government and Defence customers.
Strong analytical skills with the ability to communicate complex ideas.
Willingness to travel for business purposes, as needed.
Technical aptitude and business acumen.
Hands on-you don’t just talk the talk. You’re keen to roll up your sleeves and make an impact.
Deep product and market expertise in the cloud arena, including customer needs, the competitive landscape, and key trends in the industry.
Fluency in English and in German.
National Security clearance or eligibility to get it.

Education

A Bachelors’ degree is preferred. An advanced degree is a plus.
A career at Oracle is defined by you. We give you the freedom-and the skills-to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.
At Oracle, we don’t just respect differences-we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
We expressly encourage disabled candidates to apply for this position. Please therefore feel free to voluntarily inform us in your application about any severe disability (degree of disability of at least 50%) or any equal status (degree of disability of at least 30% together with official decision on equality) in accordance with the German SGB IX.
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