Deal Marker, JAPAC - Utilities Solutions sales
NetSuite Inc.
Causeway Bay, Hong Kong, HK, HK

Job Description - Deal Marker, JAPAC - Utilities Solutions sales (19000KCK) Preferred Qualifications

Primarily, the Deal Maker (DM) is responsible foridentifying and closing new business opportunities in the utility industry, anddriving cross LOBs engagement and solutions to deliver unique value propositionfor clients facing a transformational journey.

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The DM is responsible for leading the Oracle team to developa strategic relationship with key utilities clients in Asia, ANZ andJapan, bringing the full set of UGBU solutions complemented by the broad Oracleportfolio and capabilities.

This role needs to leverage partners, influencers and allavailable expertise within Oracle (KADs, consulting, presales and salesexperts) bringing the right skills to executive engagement (business andfinance) as well as technology and delivery.

The DM is required to identify utilities facing atransformational project (Digital transformation, M&A, Consolidation ofbusinesses and systems, large system upgrades), driving the need for a strategicand large engagement with Oracle, and then to master the sale of an entireportfolio of Oracle technologies to that customer (incorporating a largecomponent of UGBU solutions).

The DM needs to be able to develop strategic and tacticalplans for target accounts, including resourcing plans for the entirety of thesales cycle.

They actively participate in the shaping of the Oracle footprintto be sold, financial construct and lead the sales engagement with an abilityto pitch the big picture whilst being able to deep dive into detailsparticularly during contract negotiations.

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  • Strong track record of consultative selling intolarge accounts (Sales transactions of $100M+)
  • Experience in dealing with executive levels of largeutilities preferably in JAPAC
  • International experience preferably with a Tier1 vendor
  • Ability to engage at board level
  • Demonstrated leadership capabilities (leading abusiness, region)
  • Ability to develop and sell a big picturestrategy and approach
  • Strong executive networks in senior executivesin the industry
  • Strong executive networks in ICT Partnerorganisations.
  • Experience qualifying prospects and customers;understanding of the sales cycle and process.
  • Strong Oracle product knowledge.
  • Assist in the development of short, medium, andlong term plans to achieve strategic objectives.
  • Regularly interact across functional areas withsenior management.
  • Able to influence thinking or gain acceptance ofothers in sensitive situations is important.
  • Interact internally and externally withexecutive management involving negotiation of difficult matters to influencepolicy.
  • Functional expertise and broad companyknowledge.
  • Experience in managing virtual resources,virtual teams, x LOBs.
  • Business Development

    Ability to develop a very targeted account plan centering onidentifying potential prospects for large deals. Create development plan tocreate and generate pipeline for large deals x LOBs

    Presents the Oracle value proposition to customers, based onfamiliarity with business environment and in-depth knowledge of offerings.

    Developsongoing strategic relationships with key customers. Anticipates how customers (potential andexisting) can leverage Oracle's solutions to enhance their business results,and acts on such opportunities.

    Understand and execute upon the derivation of the businesscase for a Utility to make a major and substantial investment in a singlevendor platform.


    Adapts a leadership style to fit different situations, andfocuses individual and group energies on appropriate key objectives.

    Inspiresothers to achieve a shared vision and is perceived as a role model throughoutthe organization.

    Encourages new and better ways of operating, allowing forreasonable risk taking. Ensures appropriate support for change, driving keychange initiatives.

    Anticipates impact of change, and develops strategies tomitigate risks. Clearly and regularly communicates the benefits and progress ofchange initiatives.

    Holds all parties accountable for their role in the sale,and ensures all parties remain aligned with the whole-of-Oracle outcome beingsought.

    Strategic Thinking

    Identifies external environment conditions that optimizeOracle's potential, and sets business plans accordingly. Generates alternativeplans to achieve objectives when faced with a changing internal and externalenvironment.

    Building Relationships

    Expands business networks through close professionalrelationships. Pursues highest value alliances. Acts as a role model for buildingquick rapport and constructive resolution of differences.

    Has the presence andcredentials to be a player in the board room of major utilities.


    Establishes and supports coaching strategies and processesat an organizational level. Acts as a coach and role model for motivation anddevelopment of others.


    Expresses and articulates key elements of ideas or concepts(both written and verbal) in a logical, descriptive, and comprehensible manner.

    Anticipates reactions and responds appropriately.

    Ability to write proposals and clear businessjustifications.

    Customer Focus

    Displays authority, confidence, and a significantunderstanding of customer's business strategies and industry trends whenpositioning Oracle's capabilities.

    Develops significant high-level customercontacts and relationships.

    Influencing & Negotiation

    Identifies others' needs and personal styles and links ownviews or position to those interests, desires, or goals to actively influenceoutcomes.

    Generates creative solutions in such a way that others choose tochange their perceptions.

    Results Orientation

    Exhibits high levels of energy and resolve in successfullydelivering results. Accepts full accountability for delivering results.

    Consistentlydelivers results beyond expectations.

    Competitive Awareness

    Demonstrates comprehensive knowledge of the competitiveenvironment and successfully preempts objections. Sources current competitiveinformation to develop competitive strategies.

    Out-engineers the competition interms of creating value propositions unique to Oracle that cannot be matched bythose competitors.

    Partner Management & Development

    Initiates activities to develop partner contacts to asignificant level. Jointly develops strategies for developing capability.

    Developssignificant network of influential contacts within Oracle for partners.

    Promoting Business Ethics

    Encourages open, honest, and confidential dialogue withoutretaliation. Actively uses Oracle's Code of Ethics and Business Conduct inday-

    to-day activities and encourages employees and management staff to do thesame. Ensures availability of compliance and ethics resources and support.

    Exhibits, promotes and supports ethical behavior andbusiness practices, encouraging and leading others to comply with Oracle's Codeof Ethics and Business Conduct and provides resources and support for doing so.

    Detailed Description and Job Requirements Sells a subset of product or services directly or via partners to a large number of named accounts / non-

    named accounts / geographical territory (mainly Tier 3 accounts). Primary job duty is to sell business applications software / solutions and related services to prospective and existing customers.

    Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application.

    Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale.

    Identify and develop strategic alignment with key third party influencers. Acknowledged authority within the Corporation.

    Provides leadership and expertise in the development of new products / services / processes, frequently operating at the leading edge of technology.

    12 years applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts.

    Oracle knowledge and / or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal / communication skills.

    Excellent communication / negotiating / closing skills with prospects / customers. Travel may be needed. Bachelor degree or equivalent.

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