SALES DIRECTOR

Job description

Key Responsibilities

The Senior Director – Energy & Utilities, JAPAC will be responsible for producing mutually rewarding business outcomes and customer satisfaction for Oracle customers within a set territory, with the aim of returning the region to full performance and growth.

Our ideal candidate will be an experienced senior people leader within a large, matrixed software organisation, lead a geographically dispersed team, generate business plans that fulfil the organisations strategies, and closely monitor and measure activities, execution, plans, and budgets to ensure desired outcomes.

In this role, you’ll oversee regional management of sales teams and assist managers and individual contributors with a tailored approach to delivering results and mobilising and aligning teams.

You’ll manage the execution and closure of sales opportunities by planning engagement and co-coordination of sales, services, alliance and channel and associated customer-facing and back office teams teams.

You’ll offer new ideas and perspectives on activities which will produce significant long-term company benefit, ensuring alignment to existing regional strategies and with a view to generating new and refined go-to-market approaches to create sustainable success and growth.

In addition, you will lead cross-functional, matrixed teams in-region providing a central point of leadership, irrespective of reporting line, championing improvement and change across all departments and into central, global departments such as Product, Marketing Operations, Support and Customer Success.

This role is a key leadership position both in-region and globally, bringing the ‘voice of the market’ to those who need it, driving the iniatives required to return the business to the sustainable growth expected from the JAPAC region.

Specific responsibilities include:

• Driving the review and re-implementation of Oracle Energy & Utilities strategy throughout the region.
  
  
• Maintaining an understanding of designated markets in order to identify and prioritize key opportunities.
  
  
• Developing and communicating a pipeline of future business that underwrites targets; providing revenue forecasts.
  
  
• Creating market and account-specific compelling value propositions for Oracle’s solutions.
  
  
• Defining appropriate channels to market and driving multiple lines of engagements to win business.
  
  
• Proactively working ‘cross-line of business’ with other Oracle businesses to deliver large, transformational business
• Ensuring all contractual agreements between Oracle and the customer are fulfilled.
  
  
• Ensuring high levels of customer satisfaction across the region; acting as a point of escalation for issues between Oracle and customers.
  
  
• Reviewing performance and mentoring team members to achieve their professional and personal development goals.
  
  
• Personally working with customers to support and advocate for the largest sales opportunities.
  
  
• Monitoring sales forecasts, activities, and plans to ensure smart decision making.
  
  
• Managing bids and proposals through to approval.
  
  
• Building and maintaining an industry customer reference program; initiating demand generation and marketing programs.
  
  Attend, host, and speak at industry marketing events.
  
  

Year One Critical Success Factors

• Get to know the team quickly and optimise their performance
• Gain in-depth understanding of the local markets
• Establish clear GTM strategies for each local market
• Establish (as appropriate, based on need) new GTM plans for each market and region generally
• Work within FY26 constraints to effect change where possible and setup for FY27
• Set a clear strategy for the region for FY26 and beyond.
  
  

Preferred Skills and Experience

• At least 5 years of people senior management experience (including at least 1 year spent at Oracle-equivalent M5 level).
  
  
• Multiple years of experience working within large, complex, matrixed organisations (Oracle-like scale and complexity).
  
  
• Demonstrated rack (sic) record in directly positioning and selling large, complex deals and in running teams to do the same (in environments of similar complexity to an Oracle-like organisation).
  
  
• Demonstrated track record of target attainment and over-attainment and both team level and in driving successful full participation and attainment in the right number of individuals within teams.
  
  
• Demonstrated track record in identifying and managing the correct KPIs and leading etc indicators to drive performance and participation.
  
  
• Ability to build and maintain long-lasting business relationships.
  
  
• Strong communication, negotiation, and presentation skills.
  
  
• A natural leader and accomplished coach who can effectively influence teams (both those you manage and those you do not, but are required to be in-synch for success).
  
  
• Strong analytical skills with the ability to communicate complex ideas.
  
  
• Willingness to travel for business purposes, as needed.
  
  
• Technical aptitude and business acumen.
  
  
• Hands on—you don’t just talk the talk.
  
  You’re keen to roll up your sleeves and make an impact.
  
  
• Deep product and market expertise in the industry, alliance and channel, on-premise and cloud arenas, including customer needs, the competitive landscape, and key trends in the industry.
  
  

Leadership Competencies

• Performance, drive, and execution—Holds self and others accountable for delivering shareholder value.
  
  Creates and instills a performance driven, results-orientation culture based on data and facts.
  
  Takes full accountability for the achievement of organizational results.
  
  Delivers audience-appropriate messages about financial performance and future expectations.
  
  
• Collaboration—Fosters collaboration between business leaders.
  
  Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues.
  
  Drives a diverse and inclusive culture throughout the organization.
  
  Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes.
  
  Aligns strategic priorities of own area with the direction and priorities of the broader organization.
  
  
• Communicating for impact—Ensures clarity around organization's strategic intent and business objectives.
  
  Champions strategic initiatives in ways that generate organization-wide understanding and support.
  
  Builds confidence and inspires support through a convincing presentation style.
  
  
• Inspirational leadership—Establishes and models authentic leadership across internal and external boundaries.
  
  Builds internal and external reputation as a strategic business leader.
  
  Inspires and empowers others toward achievement of goals and strategies.
  
  Employs and develops the right talent at every level.
  
  
• Competitive edge—Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions.
  
  Builds long-term business value.
  
  Creates a culture of innovation and encourages entrepreneurship.
  
  Strategically develops a range of options/paths to achieve business objectives within a changing environment.
  
  
• Change agility—Initiates strategic change initiatives in anticipation of a changing external environment.
  
  Champions organizational change initiatives in a way that helps people understand, appreciate, and support them.
  
  Guides the organization to remain flexible in a changing, competitive environment.
  
  Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others
• Mastering complexity—Makes decisions about the long-term strategy to sustainably grow the business.
  
  Creates an environment that shapes and supports cross-functional analysis of problems and decision-making.
  
  Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries.
  
  Creates an environment of personal accountability and ownership for problem-solving.
  
  

Required Skill Profession

Sales Management