Oracle Data Cloud (ODC) - DMP Strategy, Industry Verticals
Posted: November 29, 2016
Reference ID: 16001AYY
Ensure efficient and effective ODC Data-DMP Go-to-Market experience for clients, and internal ODC Go-to-Market stakeholders within the ODC Industry Verticals group, which focuses on the following client categories: Financial Services, Travel, Telecommunications, Consumer Technology, Media and Entertainment, and Business-to-Business. Role includes a combination of market strategy, sales support, implementation and client advisory services in conjunction with various Oracle client facing teams. The specific problem this role is solving for: Deliver ODC data and DMP integration/activation expertise to DMP clients and internal sales teams across ODC Industry Vertical client pods to build ODC data revenue, DMP ownership experience, DMP customer retention and DMP customer acquisition.
Provide internal data-DMP expertise to named ODC/OMC DMP customers
Partner with ODC client partner teams to improve customer engagement, increase customer retention and customer acquisition outcomes
Provide data-DMP expertise to named ODC vertical clients & prospects
Provide data-DMP expertise, training and education to internal ODC team members
Modify the DMP play book for clients to align with specific vertical needs
Act as primary liaison to OMC GTM teams to provide aligned customer interactions resulting in efficient and effective ways of working and successful outcomes
Help clients understand what to do once they sign up for a DMP - including but not limited to, how to navigate onboarding their data and accessing and leveraging other 3 rd party data
Provide strategic client account plans inclusive of training & implementing the DMP play book
Ensure ODC data sales are complementary & supported in client DMP strategies
Support delivery of overall annual ODC DMP revenue booking goal
Provide guidance and support with DMP contracting processes
Create capacity to effectively manage real-time client ODC DMP service issues/needs
Establish priority internal/external use-cases and develop playbooks to be deployed by vertical, across ODC client pods
Establish position and relationships across ODC and OMC
Identify immediate client-critical priorities and work towards successful outcomes
Establish effective internal processes and workflows
Support overall ODC FY17 data and DMP revenue goals
Establish FY17 Q1 "Current State" performance benchmarks and develop measurable improvement plan with clear FY17 exit goals
Experience & Credentials:
10 years data, ad tech, DMP experience
Experience in business development, sales, sales engineering and/or product management
Established relationships with leading companies across ad tech ecosystem
Demonstrated track record of building successful client interactions
NY, CO or SF location preferred
Proven track record of developing effective relationships in heavily matrixed environments with internal and external stakeholders
Ability to think and act in innovative and creative ways
Strong analytical, problem-solving, technical and strategic thinking skills
Strong client-facing communication and relationship management skills
Executive presence, strong verbal, interpersonal and written communication skills
Demonstrated ability to self-motivate, guide teams, work in teams and be flexible within a fast-paced and changing environment
Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.
As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
Oracle is an 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 and protected veterans status or any other characteristic protected by law.