Business Development Director – Public Sector, Rome

Job Description

Business Development Director – Public Sector, Italy

Purpose of the role: drive and accelerate pipeline creation by improving account penetration and by developing relationships across the business. Identify and push forward our new opportunities.

Please can you send an English CV

Native Italian is needed for this role

Description

Key/Primary Tasks:

The Industry Bus. Dev. Director will create and qualify pipeline for Public Sector (PS): Government (Central and Local); Healthcare, Higher Education, Other State-owned entities, with a focus on 4 key tasks mainly impacting on Net New Business:

1st Task

Address and manage the business relationship with CONSIP (the Italian PS centralized buying authority) and coordinates all the Oracle internal activities and functions (SE, Legal / Compliance, Finance, X-LoB) to successfully drive the closing of the framework agreements.

Engage systematically CONSIP's Buyers & Category managers, Account Managers for the large & medium PS organizations and all the related new business development activities (e.g., propose new agreements).

2nd Task

Plan, design, develop and deliver the Italy-localized PS value propositions and sales plays that fit with the PS-financed programs (e.g., EU Regional Funds) and push them into the PS market via focused dem gen activities.

3rd Task

Contribute to the lead creation, qualification, and conversion into Pipeline through a 1:1 early-stage engagement mainly with Net New large accounts (Prospects) in PS by pushing them to leverage the CONSIP agreements.

4th Task

Contribute to lead generation and lead conversion into Pipeline by developing joint demand generation activities with Partners that won the CONSIP agreements’ tenders, addressed to selected PS accounts (1:1 engagement, ABM campaigns, 1: f events), by developing use cases and business cases catalogue.

Within the above-mentioned key/primary Tasks, the profile is expected to run these activities:

• The Role is customer facing.
• His/her mission is to lead & drive account-based pipe generation activities in selected, strategic accounts in the Public Sector industry.
• Identify needs and create net new opportunities.
• Nurture & progress leads/pursuits to pipeline to SS3 opportunities.
• Product Scope of the role: Front and Back Office (all Fusion apps)
• The Bus Dev Director will be able to position Oracle, our strategy, and solutions at the earliest stages of the sales cycle.
• He/she will build relationships at all levels with a focus on department leaders across all functions.
• He/she will work hand in hand with the Account Executives during the first stages of an opportunity.
• He/she will collaborate with the extended sales team: BVS, Solution Engineers, Marketing, GIUs, Business Development Specialists and with Oracle partners.
  
  
  

Skill profile:

• 10+ years of expertise in the Public Sector Industry in Italy (Government: Central and Local; Healthcare, Higher Education, Other State-owned entities)
• Excellent relational attitude and business relationship management skills.
• Good presentation skills.
• Business background and expertise: C-level advisor / influencer
• Industry and end-to-end business understanding
• Builds, creates, and nurtures strong relationships with CONSIP, customers and partners.
• Ability to articulate a business value proposition to Execs / Board and all levels at the customer.
• Provides thought leadership in customer engagements, as speaker at events and on social media
• “Hunter” mindset and curiosity.
  
  
  

STAKEHOLDERS:

The Business Development Director will leverage marketing, business development initiatives and

programs, industry content and existing Alliance and Channel relationships in the account to succeed.

RESPONSIBILITIES:

• Define Account Strategy & Planning with the Account Executives
• Take ownership and execute based on the agreed plan with the Account Executives.
• Increase contacts base in each account.
• Discover customers challenges, needs and opportunities with assigned, strategic accounts.
• Ensure a deep understanding of business processes and challenges.
• Advise customers on their transformation projects in the PS industry.
• Ensure a deep knowledge of Oracle’s main competitors.
• Strategic and transformational deal support.
• Support the Account Executives in the execution of their strategy.
• Develop the appropriate coverage and knowledge for each account at HQ and Subsidiary level.
  
  
  

KPIs

• Pipeline creation in the set of accounts allocated in rolling quarters.
• Coverage: work towards always having required coverage (N4RQ + CQ++) for the Sales Reps/team in the PS industry to achieve sales/growth targets
• # of deals that successfully progress to SS3
• Achieve target number of contacts / meetings in the set of accounts.
• Increase pipeline and revenue at the country level.
  
  
  

COMPETENCIES:

• 10+ years of expertise in the Italian Public Sector Industry
• Subject matter expert in min. 1 business area (HR, Finance, CX) with at least 5 years of experience.
• Understanding of the competitive landscape in business areas
• Ability to talk to CFOs, CHROs, CPOs, CIOs, COOs, practitioners and experts in customers, consulting companies and partners on a peer-to-peer basis.
• Business development and/or Sales experience
  
  
  

Professional & Personal Competencies:

• Educated to degree level.
• Opportunity and customer focus, results orientation.
• Project management skills.
• Building relationships & communication.
• Influencing and negotiating.
• Decision making.
• Coaching.
• Ability to engage in Italian (mother tongue).
• Fluent in English
• Ability to travel frequently in Italy.
  
  
  

Location: Rome, Italy

The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future.

At Oracle, our mission is to help people see data in new ways, discover insights, unlock endless possibilities. We don’t just value differences – we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion.

Career Level - IC4

Responsibilities

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.

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