Telco & Media Account Director / Territory Director

Telco & Media Account Director / Territory Director-22000CND

**Applicants are required to read, write, and speak the following languages***: English

**Preferred Qualifications**

**Telco & Media Account Director / Territory Director**

The Account Director / Territory Director is Oracle’s primary leader and sponsor for the customer, responsible for overall Account / Territory growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions.

**Key Responsibilities**:

- Lead the design of an evolving multi-year strategic account plan and deliver that plan in collaboration with the Account / Territory.
- Meet and exceed the client’s continuously changing priorities and objectives and Oracle’s sales goals.
- Lead and inspire the Oracle sales team to deliver exceptional and seamless strategy execution.
- Co-ordinate activities across multiple pillars, organizations and partners and/or act as the lead negotiator for the largest, most strategic deals. Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Customer requirements are represented and to ensure a client-centric approach.
- Orchestrate the interface between the Customer and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model, clear communications, and a regular reporting cadence.
- Understand the Customer’s strategy and the industry’s potential.
- Adapt Oracle solutions and articulate a value proposition to inspire the future direction of C- level management within the Customer.
- Align and orchestrate activities to continuously improve Net Promoter Score given by the Customer.
- Gain agreement with the Customer around key work streams aligned with their key business transformations and imperatives
- Create a quarterly business review cadence with Oracle Executive Sponsor to track our progress on aligned focus areas / work streams and other interactions.
- Maintain regular communications with the worldwide core sales team and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration.
- Facilitate regular progress meetings with key customer executives and sponsors to validate our progress and plans.
- Manage escalation issues for the Customer on a regional basis and drive those escalations to closure while creating a high level of customer satisfaction and a win-win environment for the Oracle resources involved in the day-to-day operation.
- Build relationships with the customer's executive team, earning a reputation as one of the customer's trusted business advisors.
- Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs.
- Coordinate Oracle resources in front of the customer providing a “one face, one Oracle” strategy for the client.
- Understand Oracle’s strategies and how these translate into solutions that address customer needs.
- Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements and performance indicators, and key competitors.
- Manage/mentor a dotted line team of sales reps
- Sell and promote the sale of 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 businesses required to support the client.

**Required Skills**:

- Business Acumen
- Able to develop and execute against a multi-pillar, multi-year global account strategy, aligned to customer priorities and Oracle’s strategic direction
- Can demonstrate and develop significant understanding of the customer’s business strategies and industry trends
- Able to take an entrepreneurial approach, pro-actively providing the customer with insights about their business and opportunities for engaging with Oracle.
- Credibility
- Able to work with C-level executives, understanding their issues and business requirements, and laying out a road map of how to leverage Oracle's products and services.
- Can act as a trusted advisor and thought leader to further senior level relationships and drive additional opportunities.
- Able to adapt “the big picture” to changing customer or Oracle priorities
- Team Building
- Motivate individuals, teams, and an entire organization to perform at a higher level and to embrace change
- Negotiate skillfully to achieve a fair outcome or promote a common cause
- Communicate a compelling vision and be committed to what needs to be done
- Inspire others and build motivated, high-performing teams.
- Communication/Governance
- Establish clear team governance and regular communications
- Facilitate regular progress meetings with key c