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Oracle Industry Advisor - Aerospace & Defense / Airlines in Marlborough, Massachusetts

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.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. 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.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

Industry Advisor Aerospace & Defense / Airlines

Company Description:

Oracle provides the world s most complete, open, and integrated business software and hardware systems, with more than 370,000 customers including 100 of the Fortune 100 representing a variety of sizes and industries in more than 145 countries around the globe. Oracle's product strategy provides flexibility and choice to our customers across their IT infrastructure. Now, with Sun server, storage, operating-system, and virtualization technology, Oracle is the only vendor able to offer a complete technology stack in which every layer is integrated to work together as a single system. In addition, Oracle's open architecture and multiple operating-system options gives our customers unmatched benefits from industry-leading products, including excellent system availability, scalability, energy efficiency, powerful performance, and low total cost of ownership.

Location: Virtual but preferably East coast or Midwest

Travel: could be up to 50% at times, depending on client location and needs

Brief Description:

Oracle s Industry Advisors (IAs) offer deep industry subject matter expertise combined with many years working in executive-level positions. They have defined and executed IT and business strategic transformation initiatives, have led and contributed thought leadership in areas such as business and IT architecture, strategic roadmaps, best practices and program execution. This extensive executive level experience allows IAs to quickly align with both the Business and IT ultimately driving innovation and synergy across the global enterprise.

Key Responsibilities:

IAs are aligned to the Key Account program and work harmoniously with the Key Account Directors (KADs) and are jointly responsible for Key Account leadership. IAs are actively engaged with a maximum of two selected Key Account clients; they often work on-site to collaborate and participate with their Executive Sponsor and the Sponsor s direct strategic team (IT or LOB) to work on large strategic and transformational deals, both on premise and Cloud. Senior level Client executives are required to be sponsors of the IA program and the IA. The Client sponsor meets regularly with the IA to ensure strategic alignment across the business, IT and Oracle.

IAs work across industry and Oracle product pillars, they are Oracle agnostic, collaborate with our industry groups to maximize the potential for Oracle while providing clients with holistic end to end solutions to their business challenges. IAs provide leadership in creating and developing the 3-year account plan with the KADs and account team and facilitate alignment to the customer s initiatives. An IAs focus includes but is not limited to:

Recognize opportunities for involvement and alignment with strategic business and IT transformation

Advise customers on leveraging their existing investments while driving innovation and user adoption

Expand the Oracle footprint across the enterprise

Align the customer s IT/Corporate strategy with business needs

Collaborate with Oracle internal resources and Oracle partners to ensure deployment excellence

Work hand-in-hand with the Enterprise cloud architect to define large cloud deals

IAs earn the trusted advisor reputation with the customer through open and honest dialogue, innovative thinking, strategic alignment and a clear focus on customer success. Ultimately, an IA works closely with business leaders, IT, the Oracle KAD and account team, and Oracle partners to ensure one message, one solution, one Oracle, one customer success.

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Preferred Qualifications:

Appropriately experienced candidates with a high potential for success as an Industry Advisor are generally described as being/having:**

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This person could come from a variety of backgrounds, but will be highly knowledgeable in Business, Industry, and IT Strategy and Architecture in the A&D/Airline industries. Such backgrounds could include:

o Senior IT manager / executive within A&D and/or Airline industry

o Partner or senior level engagement manager at a large systems integrator, IT Consulting firm or competitive organization where he/she has run a large solutions/services business; most likely at a level where they have managed the strategy and business development efforts for a practice in the A&D/Airline sector

o Demonstrable A&D/Airline experience

Broad knowledge of Oracle applications and technology and expert resources

Broad knowledge of Cloud computing, and industry directions

A respected thought leader within their industry or technical center of expertise

Experience developing IT strategies for client organizations and the ability to become a Trusted Advisor to senior executives

Ability to communicate excitement and drive execution to deliver a service to the customer

Proven experience being influential and persuasive while advising C-level Executives and Staff

Experience working in a large, complex global team environment

Excellent verbal and written communication skills, with the ability to present at the Board and C-level

Strong project management and organization skills

BA/BS degree, at a minimum advance degree preferred

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

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For a listing of all opportunities at oracle, please go to https://irecruitment.oracle.com

Oracle Supports Workforce Diversity

Job: *Sales

Organization: *Oracle

Title: Industry Advisor - Aerospace & Defense / Airlines

Location: United States

Requisition ID: 19001B3Y

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