Global Account Manager Construction & Engineering Solutions

To provide strategic account management services to a portfolio of high profile, high value accounts with the objective of increasing the accounts investment, appreciation and value of Oracle CEGIU products and services to secure all accounts indefinitely.

Responsibilities

General

• Deliver against all required KPIs
  • Revenue Retention & Growth
  • Account Retention
  • Time to Value & Success Initiatives
  • Customer satisfaction
  • Customer References

Account Planning

• Develop and execute high quality and actionable Account plans for all accounts in conjunction with account sales representatives, services and partner organisations such as:
• New Account Onboarding Planning (Implementation & Initial Onboarding) within the first 30 days of a new account including establish a Governance model
• Investment Decision Plan & Customer Maturity Plan within first 6 Months
• Adoption and Value Realization Plan throughout the term and as determined by account
• Renewal Account Plan begins between 6-12 months from renewal date (depending on the account)
• Opportunity plan support with the Applications Sales and Consulting Sales Representatives

Relationship Management

• Focused point of contact for primary/executive communications and corporate interactions with the account.
• Develop engagement plan in conjunction with internal and external stakeholders to enhance long-term corporate value of the account.
• Continuously identify and establish relationships with key stakeholders and influencers within accounts.
• Full understanding of the accounts purchasing and decision processes.

Direct Revenue Generation

• Develop in-depth understanding of account objectives and problems in order to identify and qualify all opportunities within the account to ensure Sales wins.
• Prepare the account for Renewal by formulating the renewal process as defined by the Renewal strategy.
• Continuously promote and qualify new product and services opportunities for all accounts.
• Support in the preparation of presentations and proposals and product, technical, and security related responses to RFPs/RFIs.
• Maintain a high level of understanding of competitors and positioning statements.

Quality of Service

• Ensure that the customer is receiving appropriate levels of support, through utilising the available Oracle resources (Contact Centre, Support Central, CO training, Product Support etc.).
• Respond in a timely manner to customer enquiries and ensure that the appropriate response/action is delivered.
• Maintain regular contact with each account to identify emerging service issues.
• Proactively provide input into customer service strategy, training requirements, procedures and direction.
• Work closely with the Client Operations and Sales teams to promote teamwork and collaboration.
• Establish risks associated with each agreement and develop mitigation strategies.
• Maintain an understanding of the businesses within the assigned territory and the factors that influence spending patterns.
• Coordinate and contribute to internal communications with all Oracle offices as required to manage accounts within your portfolio.

Leadership

• Management and coordination of Account Management activities within account.
• Drive and support the national / regional / global selling effort into the account.
• Identify national / regional / global team members and create communication links, matching team configuration with the nature of the sales opportunities at the account.
• Connect stakeholders on a global level and create a virtual team environment.
• Utilise effective project management skills to co-ordinate change management protocols within accounts.
• Submit detailed reports on time.
• Mentor junior colleagues.
• Contribute to team meetings.

General

• Maintain excellent knowledge of Oracle’s products including their demonstration, pricing and administrative procedures.
• Maintain knowledge of Oracle’s products and current Account Management and Sales procedures.
• Update and maintain accurate data on CRM.

Career Level - IC4