oracle - PETACH TIKVA, Israel | 2024-07-23 13:31:52

Job Description:

The Large Account Manager (LAM) is Oracle’s primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. The LAM is chartered to develop and drive execution of a multi-year strategy, aligning Oracle as a strategic partner to enable key customer initiatives and transformations, increase customer satisfaction, and grow Oracle revenues.

 

Key Objectives:

 

• Partner with the Large Account to optimize both their Business and IT transformation.
• Ensure Large Accounts get holistic and superior value from Oracle, accelerating their investment in our technologies, and growing Oracle’s mindshare and cross-pillar revenue.
• Understand the Large Account’s business strategy and industry challenges to design "tailored" Oracle solutions.
• Help Large Accounts maximize value from Oracle’s solutions, fostering adoption, growth, and the sharing of success stories.
• Demonstrate measurable progress towards an “Oracle First” relationship.
• Key Responsibilities:

 

• Lead the design and execution of a multi-year strategic account plan in collaboration with the Large Account.
• Meet and exceed the client’s evolving priorities and objectives, as well as Oracle’s sales goals.
• Lead and inspire the Oracle sales team to deliver exceptional and seamless strategy execution.
• Coordinate activities across multiple pillars, organizations, and partners, and act as the lead negotiator for the largest, most strategic deals.
• Influence strategic planning efforts within sales, product, consulting, and support pillars to ensure a client-centric approach.
• Orchestrate effective alignment and communication between the Large Account and Oracle personnel.
• Understand the Large Account’s strategy and industry potential, adapting Oracle solutions to provide value and inspire future direction for C-level management.
• Continuously improve the Large Account’s Net Promoter Score.
• Gain agreement with the Large Account around key work streams aligned with their business transformations and imperatives.
• Create a quarterly business review cadence with LAM Sponsors to track progress on focus areas and interactions.
• Maintain regular communications with the global sales team and extended account team across all Oracle pillars and divisions.
• Facilitate regular progress meetings with key customer executives and sponsors.
• Effectively utilize dedicated LAM resources (Business Value Team, Customer Experience Team, Executive Architects) to create a long-term partnership for transformation with Large Accounts.
• Manage escalation issues globally, driving them to closure while maintaining high customer satisfaction.
• Develop and execute interaction plans to address executive suite, line of business organizations, and IT needs.
• Build trusted relationships with the customer`s executive team.
• Navigate Oracle to identify, acquire, and coordinate a team of critical resources to address customer needs.
• Implement a “one face, one Oracle” strategy for the client.
• Maintain a thorough understanding of the customer`s industry, including trends, business processes, financial measurements, performance indicators, and key competitors.
• Manage/mentor a dotted-line team of sales reps.
• Sell and promote Oracle products, including contract negotiation.
• Drive strategic and tactical planning for the account.
• Generate and achieve accurate monthly forecasts.
• Establish and maintain successful internal governance and regular communications across lines of business to support the client.

Career Level - IC4

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