Sales Development & Strategy Director - HCM
Reading, UK
14d ago
Sales Development & Strategy Director - HCM-1900011A

Preferred Qualifications

HCM Sales Development Manager

The primary focus for the Sales Development Manager (SDM) for the UK is to set the conditions of the growth for the Human Capital Management Application product lines by defining and driving the execution of the Demand Generation plan to support the revenue target achievement for each product line, aligned to the EMEA Demand Generation strategy.

In order to support growth, the SDM has a key role in positioning Oracle as a compelling provider of HCM applications with prospects and in the local market ahead of an active sales cycle.

The successful candidate must have significant experience in HR processes through an HR role or advisory capacity. Experience in one or more of the following is also required: Pre-Sales, Product Marketing, Business Development or Sales.

An Oracle Sales Development Manager’s primary role is to lead Demand Generation activities to create and grow pipeline to meet business needs, whilst also providing specific expertise to assist our sales teams to make, develop and close bigger HR and Cross Lines of Business SaaS deals.


  • IDENTIFY : Defining local segmentation plans to identify priority targets (per Industries, per Competitors, per product offering)
  • EQUIP : Though Sales enablement is responsibility of a dedicated team, Sales Development Manager is ensuring Sales teams are always mastering the right messaging and available tools to engage with prospects.
  • BUILD : Building and executing an innovative and shared plan to drive activities and consequently Pipeline is a key KPI. Pipeline Creation, Quality and progression are constantly analysed, with corrective actions taken immediately.
  • DETECT : Read and understand HCM market and detect business trends
  • PREPARE : Prepare future by ensuring Market trends are understood and taken into consideration by Product Strategy/Dev
  • INSPIRE: Prospects/Customers with a vision on Future of HR and Technology

  • Own, manage and drive the execution of the HR demand generation plan for the UK by working closely with key channels: Sales Directors, Marketing, Oracle Digital, Oracle Consulting, Alliances & Channels, Inside Sales
  • Assist the sales force with their Account Planning building and then ensuring execution activities occur to turn Potential $ into open pipeline
  • Engage with customers and prospects, personally owning the early incubation of HR interest for prospect companies to a level where they are ready to passed to sales
  • Work closely with the local Alliance team, to ensure partners that have a high impact from an HR perspective are an active contributor to the demand generation plan
  • Develop a strong appreciation of Business Trends and Competition of these product lines
  • Leverage Corporate and EMEA programs, replicate best practice demand generation activities and where needed by the business develop country specific demand generation initiatives
  • Work with the local support team to analyse pipeline evolution and define new strategies that may be required

  • Previous experience in Human Resources area (Payroll, Recruitment, Performance Management etc..)
  • Experience in Presales, Product Marketing, Business Development, Sales or Marketing would be a plus
  • Good understanding of local HR Markets
  • Excellent assessment of the local competition (SAP, Workday)
  • Strong understanding of Oracle Human Capital Management applications
  • Ability to communicate at C-Level (CIO, CHRO, CFO, CEO)
  • Ability to work with Partner/3rd Party Organizations
  • Excellent team player
  • Creative and innovative all the time

  • Self-starter, entrepreneurial and highly motivated individual
  • Highly energetic and personal drive
  • Innovative

  • Focus on results
  • Working in a matrix structure with many stakeholders
  • Influencing and Negotiating
  • Customer Focus
  • Good communicator and presenter in public
  • Teamwork
  • Well structured, organised and able to prioritise
  • Detailed Description and Job Requirements

    Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

    A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

    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. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to

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