Defence Sales Lead

You and Oracle

At Oracle Cloud Infrastructure (OCI), we build the future of the Cloud for Enterprises and Organizations as a diverse team of fellow creators and inventors. We act with the speed and attitude of a start-up, with the scale and customer focus of the leading technology company in the world.

For decades Oracle has supported the largest and most advanced Defence and Intelligence organizations in the world. With a strong understanding of the Defense and National Security operations and landscape, we are expecting you to bring first-hand experience in some of the key technologies impacting the industry; Cloud, Digital, core Defense & Security transformation, IT modernization, ML/AI with a deep knowledge of defence sector security requirements. Understanding the changing global environment, emerging technology trends and national defence sector transformation imperatives is essential.

Key Responsibilities

The Defence Sales Leader will be responsible for building and expanding Oracle Cloud position in the Defence Sector. This will include the Ministry of Defence, the intelligence services and Defence Industry Base in the country. Your mission is to bring the value of the whole Oracle Cloud portfolio (IaaS, PaaS and SaaS) to serve effectively Defence Sector digital transformation imperatives. You will collaborate closely with our multi-cloud partners to create an exceptional interconnected cloud experience for our Defence customers in the country. As the national Defence Sales Leader, you will connect with a team of professionals (including sales) who's the main mission will be to identify strategic projects, to position unique Oracle value proposition across Defence sector organizations and finally close the agreements and drive Oracle cloud adoption and consumption.

In this role, you’ll a build a strategic national business plan and execute on it to achieve business objectives in terms of bookings and consumption. You will coordinate with a sales team, consultants and architects to drive business outcomes, with full accountablity for the results. You will collaborate with supporting functions within Oracle for Defence and with our ecosystem partners. You will manage the execution and closure of sales opportunities. You’ll offer new ideas and perspectives on activities which will produce significant long-term benefit to Oracle, our customers and our partners. 

Specific responsibilities include:

Drive the implementation of Oracle’s cloud strategy with Defence customers. Work collaboratively with the VP EMEA Defence and his team to create an interconnected cloud experience for our Defence customers in EMEA.

Drive success for bookings and consumption of Oracle and our multi-cloud partners’ portfolio.

Maintain and share deep understanding of the Defence and Security landscape in order to identify and prioritize key opportunities for Oracle and our ecosystem partners.

Develop and communicate a pipeline of future business that underwrites targets, providing revenue forecasts. 

Create compelling value propositions based on Oracle and our ecosystem partners for solutions targeted towards Defence customers. 

Define appropriate channels to market and driving multiple lines of engagements to win business.

Ensure all contractual agreements between Oracle and the customer are fulfilled. 

Ensure high levels of customer satisfaction within assigned accounts; acting as a point of escalation for issues between Oracle and selected top customers. 

Personally work with customers and partners to support and advocate for sales opportunities.

Monitor sales forecasts, activities, and plans to ensure smart decision making. 

Manage non-standard bids and proposals through to approval and agreeing revenue recognition. 

Build and maintain an industry customer reference program, initiating demand generation and marketing programs. Attend, host, and speak at industry marketing events.

Year One Critical Success Factors

Grow Oracle’s business, within the country and other Defense Industry Accounts by leveraging the full Oracle portfolio and those of our ecosystem partners.

Grow bookings and consumption of Oracle portfolio.

Introduce the Defence Industry Key Accounts to Oracle solutions & products that match known and potential business needs.

Preferred Skills and Experience

10-15 years combined experience in similar roles in leading organizations with a dedicated focus on the Defense, Intelligence & Security Industry.

Proven deep experience with Government and Defence organizations.

Track record in positioning and selling large and complex projects to Defense customers.

Ability to build and maintain long-lasting business relationships with Government and Defence customers.

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 cloud arena, including customer needs, the competitive landscape, and key trends in the industry.

Fluency in English is a must, another language would be beneficial.

National Security clearance.

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.

Education

A Bachelors’ degree is preferred. An advanced degree is a plus.

About Oracle

For more than four decades, Oracle has delivered innovation upon which entire industries have been built. From transforming healthcare to advancing scientific research, the work we do at Oracle is not only transforming the world of business—it’s defending governments, powering nonprofits, and giving billions of people the tools they need to outpace change. 

Scale

US$50B in revenue in FY2023

430,000 customers in 175 countries

More than US$72B in R&D since FY2012

US$110B+ spent on more than 150 acquisitions

20,000 partners across the globe

164,000 employees

18,000 customer support and service specialists, speaking 29 languages

30,000 implementation consultants

Innovation

World’s first and only autonomous database

Industry’s broadest and deepest suite of cloud applications

Holds nearly 19,000 patents worldwide

47,000 developers and engineers

5 million registered members of Oracle’s customer and developer communities

469 independent user communities in 97 countries representing more than 1 million members

Social Impact

US$23+ million donated to support 7,000+ nonprofits through grants, sponsorships, and employee giving in 64 countries.

Oracle Education Foundation delivered 8,363 hours of learning in technology, design thinking, and futures thinking, supporting 327 students.

Recycled and reused of retired hardware.

22,966 Oracle Volunteers donated 101,006 hours to complete 1,603 projects for 813 organizations in 48 countries.

Career Level - IC5

Key Responsibilities

The Defence Sales Leader will be responsible for building and expanding Oracle Cloud position in the Defence Sector. This will include the Ministry of Defence, the intelligence services and Defence Industry Base in the country. Your mission is to bring the value of the whole Oracle Cloud portfolio (IaaS, PaaS and SaaS) to serve effectively Defence Sector digital transformation imperatives. You will collaborate closely with our multi-cloud partners to create an exceptional interconnected cloud experience for our Defence customers in the country. As the national Defence Sales Leader, you will connect with a team of professionals (including sales) who's the main mission will be to identify strategic projects, to position unique Oracle value proposition across Defence sector organizations and finally close the agreements and drive Oracle cloud adoption and consumption.

In this role, you’ll a build a strategic national business plan and execute on it to achieve business objectives in terms of bookings and consumption. You will coordinate with a sales team, consultants and architects to drive business outcomes, with full accountablity for the results. You will collaborate with supporting functions within Oracle for Defence and with our ecosystem partners. You will manage the execution and closure of sales opportunities. You’ll offer new ideas and perspectives on activities which will produce significant long-term benefit to Oracle, our customers and our partners. 

Specific responsibilities include:

Drive the implementation of Oracle’s cloud strategy with Defence customers. Work collaboratively with the VP EMEA Defence and his team to create an interconnected cloud experience for our Defence customers in EMEA.

Drive success for bookings and consumption of Oracle and our multi-cloud partners’ portfolio.

Maintain and share deep understanding of the Defence and Security landscape in order to identify and prioritize key opportunities for Oracle and our ecosystem partners.

Develop and communicate a pipeline of future business that underwrites targets, providing revenue forecasts. 

Create compelling value propositions based on Oracle and our ecosystem partners for solutions targeted towards Defence customers. 

Define appropriate channels to market and driving multiple lines of engagements to win business.

Ensure all contractual agreements between Oracle and the customer are fulfilled. 

Ensure high levels of customer satisfaction within assigned accounts; acting as a point of escalation for issues between Oracle and selected top customers. 

Personally work with customers and partners to support and advocate for sales opportunities.

Monitor sales forecasts, activities, and plans to ensure smart decision making. 

Manage non-standard bids and proposals through to approval and agreeing revenue recognition. 

Build and maintain an industry customer reference program, initiating demand generation and marketing programs. Attend, host, and speak at industry marketing events.

Year One Critical Success Factors

Grow Oracle’s business, within the country and other Defense Industry Accounts by leveraging the full Oracle portfolio and those of our ecosystem partners.

Grow bookings and consumption of Oracle portfolio.

Introduce the Defence Industry Key Accounts to Oracle solutions & products that match known and potential business needs.

Preferred Skills and Experience

10-15 years combined experience in similar roles in leading organizations with a dedicated focus on the Defense, Intelligence & Security Industry.

Proven deep experience with Government and Defence organizations.

Track record in positioning and selling large and complex projects to Defense customers.

Ability to build and maintain long-lasting business relationships with Government and Defence customers.

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 cloud arena, including customer needs, the competitive landscape, and key trends in the industry.

Fluency in English is a must, another language would be beneficial.

National Security clearance.

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.

Education

A Bachelors’ degree is preferred. An advanced degree is a plus.