Oracle MDE - Go To Market Lead

Job Description - Oracle MDE - Go To Market Lead (054269)

Oracle MDE - Go To Market Lead

Primary Focus is to drive Oracle Cloud Pipeline, bookings and revenue by positioning the value of Oracle Cloud Transformation Industry Solutions based on Oracle SaaS ERP, HCM, SCM, and CX applications.

The principal focus will be selling Cloud with a strong focus on 2 Global Cloud Initiatives – focused on SCM/Manufacturing and HCM (multi sector).

Additional areas include driving Upgrades to Oracle Apps unlimited, Moving and Improving workloads to Oracle Cloud Infrastructure and driving Support and Managed Services across all Oracle Cloud solutions.

The Candidate will work primarily work with the Oracle channel and drive demand generation programs to grow the Oracle pipeline.

The candidate will also work with Capgemini’s Industry Sales teams to bridge the gap with Oracle Solutions, including qualifying deals, and playing the Oracle Pursuit Lead role for the entire sales cycle from creating the pursuit strategy & win themes to driving discovery sessions, building proposal, participating in orals, and assisting with closing.

The ideal candidate will have a solutions sales background with 7 years of prior experience driving Transformational Cloud Oracle deals in collaboration with Oracle Corporation.

Additional expertise includes:

• Qualifying opportunities
• Clearly understands the ARR process and the ability to drive ARR growth
• Defining the win themes, differentiation, and solution strategy
• Ability to assemble and guide the pursuit team while keeping control of the deal
• Orchestrating discovery meetings and linking solutions to customer pain points (Consultative Selling / Value Selling)
• Ability to structure a winning presentation
• Sales presentation skills
• Ability to drive relationships with Capgemini’s Industry Sales Teams and the Oracle channel to negotiate terms
• Ability to manage to a close plan
• Ability to forecast accurate numbers

Structuring and driving Demand Generation to drive pipeline growth:

• Develop and nurture new pipeline opportunities through various marketing activities; cold calling, networking, teaming with the Oracle channel and Capgemini’s Industry teams
• Ability to define demand generation strategies in each of the target market segments
• Ability to prospect to generate leads with the Oracle Channel, and with Capgemini’s Industry Sales teams
• Present Capgemini capabilities, service offerings and differentiators via the phone, email, virtually and in person
• Maintains industry, sector and ORACLE knowledge by attending key workshops; growing personal networks; and participating in professional events

Assembling Complex deals

• Must demonstrate experience defining and positioning complex, global, multi-pillar solutions
• Experienced positioning “bold plays”, value propositions and Deal Hypothesis to the c-suite
• Understanding of market conditions, client’s needs and how Capgemini services best meet those needs; propose appropriate solutions to meet those needs and secure new clients

• Experience building GTM plans within the Oracle marketplace
• Strong communications and presentation skills
• Strong organizational skills
  
  Self-guided and motivated individual capable of producing with minimal oversight
• Proven track record of exceeding quotas
• Strong relationship building and interpersonal skills
• Entrepreneurial in nature
• Able to thrive in a fast-paced, growing environment
• Innate drive to succeed with a willingness to act
• Results oriented

Candidates should be flexible / willing to work across this delivery landscape which includes and not limited to Agile Applications Development, Support and Deployment.

Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.

Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age,…