Oracle Data Cloud (ODC) - Head of Agency and Consultancy Development
Location:
New York , New York
Posted:
February 08, 2017
Reference:
16001BWP
Head of Agency & Consultancy Development: The ODC is looking for a candidate to build two new groups: Agency Development and Consultancy Development. The role will create and execute our market plan for these two new sales channels.

Summary
Agency Focus: The key functional mission of this role will be to drive measureable incremental revenue by signing cross-advertiser deals with agencies, holding companies, and trading desks globally.

ODC has had a fragmented approach to working with agencies. Our business model has historically been very focused on two areas: channel partners and direct advertisers. Agency interactions have been very siloed to either specific teams representing a direct advertisers, or certain teams (like social or ATD) teams that are highly involved with a specific platform (like a FB or DBM).

ODC works closely with agency account teams and ATDs, but lacks the more senior level relationships and a cross-advertiser deal strategy.

Agencies are a tremendous influencers of media/data spend and are often the final executional representative in our monetization efforts. There is an opportunity to unify our fragmented engagements to create a more strategic and purposeful relationship with this key group in the value chain.

The Head of Agency Development role will help unify ODC's voice to this community and provide a cohesive engagement model for both internal and external constituents.

Consultancy Focus: Build a sales channel business with all of the major consultancies that are starting to work with brands as advisors.
The major consultancies (Deloitte, Bain, BCG, Accenture, IBM, etc...) are starting to recommend and advise brands on their marketing strategies.
Develop and build a strategy for how the ODC can work with these consultancies to build our mind and wallet share with brands.


Candidate Profile:
Candidate needs to have a deep and senior agency network. Relationships really matter in that world and it's difficult to break into. The ideal person would have agency (or agency dev) experience, but also some strategic thinking work in the past. A BD role at a big media company or other experience with complex deal structure could be one complimentary fit. Another would be product strategy role at a software or digital media company. ODC needs someone that can think big, creatively and analytically but also knows how agencies work. One part agency world, one part consultant.

What is Success?
Agency Dev:
Market Canvas Agencies: What does the agency world want from Measurement, Data, and Infrastructure partners

Build Strategic Plan to:
Coalesce & improve existing agency engagements
Own and update ODC's POV on agencies and market dynamics
Increase agency direct engagements including deal structure, agency education, and executive agency dialogue
Hire, train, and execute against plan to drive incremental agency revenues


Consultancy Dev:

Start conversations with major consultancy groups with goal of understanding how they are working with clients to advise on marketing

Create strategic POV on how ODC can work with these groups to enhance their dialogue with clients

Hire and build group that is focused on executing against consultancy plan
Qualifications:
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

Oracle will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of San Francisco's Fair Chance Ordinance.

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.

A little about us:
Oracle is shifting the complexity from IT, moving it out of the enterprise by engineering hardware and software to work together—in the cloud.

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