EMA Alliance Oracle Sales Director

• Team development and performance management.
• Responsibility for all the Oracle-related sales opportunities across EMA which have been qualified, prioritized, and assigned to EMA Oracle sales team members.
• Owning the Oracle-related sales cadence and reporting for the EMA Head of Alliances. The Oracle Sales Lead is also individually responsible for identifying and coordinating sales opportunities across EMA within the assigned Sector(s) (i.e., IGH, FS, etc.) including Global, Global Platinum or Strategic Growth Accounts; developing and managing pipeline, driving bookings growth, and interfacing with Oracle Sales Executives to ensure a coordinated GTM approach and sales leading practices.
• This is a hands-on role, presenting an exciting opportunity for the candidate to develop a regional sales profile and contribute to our Oracle sales drive.
• Works closely with KPMG Member firms/ Client Service Teams, Oracle Sales, and Services teams to develop a holistic view of all KPMG-Oracle sales opportunities; define/qualify joint account activity and create the required engagement models and sales.

• EMA-wide specific responsibilities Leads and develops the EMA Oracle Alliance Sales team on a day-to-day basis.
• Develops and manages sales relationships alongside Client Service Teams and Alliance Sales counterparts.
• Understands client's industry, business, and KPMG solutions.
• Has a strong technical understanding of the Oracle platform.
• Proactively generates leads for KPMG EMA member firms through demand generation activities for priority solutions that are Oracle alliance enabled.
• Works self-sufficiently and with a “can do” attitude on leads, opportunities, and proposals, by bringing added value, expertise, collateral, best judgment on capabilities, and quality assurance to the member firms' client/deal teams.
• Reaches out to Member firms and ensures that active or incoming leads as well as major opportunities are appropriately surfaced & and supported.
• Develops and manages trusted sales relationships alongside the KPMG Delivery Network (KDN), Oracle Practices, Client Service Teams, and Alliance Sales counterparts.
• Client-facing role aligned by assigned Sector(s) including Global, Global Platinum, or Strategic Growth Accounts.
• Understands client's industry, business, and KPMG solutions.
• Has a strong technical understanding of the Oracle platform.
• Acts as the point of integration across the account on behalf of KPMG, bringing together required stakeholders, like the KPMG Delivery Network, Member Firms, and Corridors.
• Collaborates with other Regional Alliances Sales Teams where required.
• Ensures that sales initiatives are sufficiently robust and measurable (pipeline and booking goals).
• Works closely with KPMG Member firms/ Client Service Teams, Oracle Sales, and Services teams to develop a holistic view of all KPMG-Oracle sales opportunities; define/qualify joint account activity and create the required engagement models and sales plan to be successful; Identify, define, and drive solution development in key vertical and horizontal areas.
• Contributes to regular reviews of the consolidated EMA Oracle pipeline.
• Works closely with the EMA Oracle Platform Leader, EMA Oracle Alliance Leader, and local Practice Leaders in RFP responses, estimations, the oral process during the sales process, and additional tasks as required.
• Identifies KPMG-Oracle Alliance Sales risk factors, working closely with the EMA Oracle Platform Leader, and EMA Oracle Alliance Leader to define an action plan and implement remediation actions.

• Leads a high-performing EMA Alliances Oracle Sales team that enables KPMG to respond quicker and more effectively to large sales opportunities.
• Carries sales quota for assigned Sector(s) solution suite including alliance-enabled solutions.

• Ability to work under pressure, manage numerous leads and opportunities simultaneously across multiple time zones, and deliver within set timeframes.
• Receives positive feedback from member firms and Oracle teams.

• Experienced team leader with a proven track record of managing and developing high-performing sales teams.
• Significant technology solution sales and business development experience with a proven record of selling complex services and solutions.
• Strong Technical understanding of the Oracle platform.
• Sales and Business Development experience in Big 4 a plus but would consider relevant EMA / Global sales experience.
• Previous Oracle or Oracle Partner a plus.
• Strong sales and sales management skills with attention to detail coupled with the ability to think large scale.
• Motivated, proactive, and hard-working team player who is results-driven, action-oriented, and outcomes-focused and can motivate teams to exceed goals.
• A fast learner and well-organized. A proactive communicator with excellent verbal and written English communication skills (both verbal and written). One additional European language proficiency (Italian, Spanish, French, or German) is required.
• Confident and proactive in the adoption and use of technology.
• Strong and proven relationship-building skills, able to hold their own with senior leaders.
• Cultural awareness and understanding are essential. Previous experience working across functions and geographies will help you succeed.

KPMG