Large Account Manager

Large Account Manager 

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Job Description:

The Large Account Manager (LAM) is Oracle's primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. The LAM is chartered to develop and drive execution of a multi-year strategy, aligning Oracle as a strategic partner to enable key customer initiatives and transformations, increase customer satisfaction, and grow Oracle revenues.

Key Objectives:

• Partner with the Large Accounts to optimize both their Business and IT transformation.
• Ensure Large Accounts get holistic and superior value from Oracle, accelerating their investment in our technologies, and growing Oracle's mindshare and cross-pillar revenue.
• Understand the Large Account's business strategy and industry challenges to design "tailored" Oracle solutions.
• Help Large Accounts maximize value from Oracle's solutions, fostering adoption, growth, and the sharing of success stories.
• Demonstrate measurable progress towards an "Oracle First" relationship.
• Key Responsibilities:
• Implement a "one face, one Oracle" strategy for the client.
• Maintain a thorough understanding of the customer's industry, including trends, business processes, financial measurements, performance indicators, and key competitors.
• Understand the Large Account's strategy and industry potential, adapting Oracle solutions to provide value and inspire future direction for C-level management.
• Lead the design and execution of a multi-year strategic account plan.
• Meet and exceed the client's evolving priorities and objectives, as well as Oracle's sales goals.
• Coordinate activities across multiple pillars, organizations, and partners to ensure a client-centric approach.
• Build trusted relationships with the customer's executive team.
• Create a quarterly business review cadence to track progress on focus areas and interactions.
• Maintain regular communications with an global teams across all Oracle pillars and divisions.
• Manage escalation issues globally, driving them to closure while maintaining high customer satisfaction.
• Navigate Oracle to identify, acquire, and coordinate a team of critical resources to address customer needs.
• Manage/mentor a dotted-line team of sales reps.
• Sell and promote Oracle products, including contract negotiation.
• Generate and achieve accurate monthly forecasts.
• Establish and maintain successful internal governance and regular communications across lines of business to support the client.

Business Acumen: 

• Develop and execute against a multi-pillar, multi-year global account strategy.
• Demonstrate significant understanding of the customer's business strategies and industry trends.
• Proactively provide the customer with insights and opportunities for engaging with Oracle.
• Work with C-level executives, understanding their issues and business requirements.
• Act as a trusted advisor and thought leader to drive senior-level relationships and additional opportunities.
• Adapt to changing customer or Oracle priorities.
• Influence-Based Leadership:
  • Lead and influence a geographically dispersed team without direct reporting lines.
  • Sustain strong relationships with Oracle senior executives.
  • Demonstrate a challenger mindset, innovative thinking, and clear decision-making.

Experience Requirements:

• 10+ years of account relationship management experience with major clients.
• Skilled in positioning and selling solutions.
• Track record of developing and executing complex account strategies.
• Experience driving innovation and transformation.
• Proven achievement of revenue objectives.
• Cross-LOB team management experience.
• Fluent in English.
• Excellent communication skills, with the ability to present at Board level.
• Create the Future with us Join Oracle as a Large Account Manager and lead the transformation of our enterprise clients through innovation and collaboration.

 Level- IC4

Career Level - IC4