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Industry Strategy Leader, MEA & CEE Solution Engineering – Public Sector-19000BCW

Job Description



Digital transformation is the key challenge for our customers. Its impact to consumers has been profound and the effect it is having on business is revolutionary. Oracle sits at the center of this change, providing leading technical capabilities to help organizations achieve their future strategy, driving their business into a new realm of success.


To drive this exciting change, we are searching for an Industry Strategy Leader for Public Sector, who will support and inspire our customers at C-level to execute their business strategy with Oracle.


About the Role


As part of the Solution Engineering team, the objective of the MEA & CEE Industry Strategy Leader is to transform the Public Sector, through business innovation, engaging at the c-level. You will have the opportunity to drive strategic change, leveraging Oracle’s unrivaled portfolio of innovative capabilities.




Key Skills:



  • Deep Sector knowledge - Immersed in Public Sector for a number of years.  We are seeking individuals who truly understand this sector. You might have worked at, or consulted with a number of  Public Sector focused organizations in areas like e-government, citizen engagement, smart cities among others. 


  • Business Transformation Skills -  You must have had experience in strategic organizational change, through the use of technology.  You have the ability to connect Oracle solutions and products to customer problems and apply re-usable solution assets or consideration ideation for new solutions


  • Executive Communication Skills - You will consistently manage c-level stakeholder relationships and have the ability to build these as a trusted adviser within those organizations. Have the ability to effectively communicate with all parties, including customer executives, internal cross-functional teams and partners



-          Innovation and Story Telling - The ability to think laterally and to fully understand Oracle’s corporate and industry solution messaging; ability to build executive presentations and effectively present them in front of internal and external audiences





Your domain and industry expertise will be key to create and enrich the quality of the interaction with key decision makers, the definition of the solution and the articulation of the business value.  Projects will be transformational in nature, requiring strong consultative skills, business acumen and creativity. You are also expected to lead and inspire internal communities, keynote at external events and evangelize the market through digital thought leadership.


The area you will cover, the position you will hold and the environment in which you will work, is under constant change at a fast pace: you will therefore want to be motivated by the prospect of facing a certain amount of unpredictability, which you will view as an opportunity to shape the future. 


The regional nature of this role, means you will need to self-manage travel for customer and industry interactions, while virtually working with internal teams.

If you know you have what it takes, come make a difference.


Detailed Description and Job Requirements

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle and throughout the engagement.

Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a strong relationship with customers that establishes Oracle as a preferred vendor. Executes aggressive strategies and plans to successfully drive our solutions as the preferred customer selection. Provides account representatives with information on how the solution addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation.  Acts as a leader of large-scale company initiatives.  Viewed by peers as a leader and top contributor and by line management as a key business partner 






  • Industry Solution Demand generation within the target accounts
  • Provide customers with enterprise architecture recommendations aligned to their vision, strategy and goals.
  • Produce current and future state business architectural deliverables linked to customers’ business strategies to achieve desired outcomes
  • Articulate value proposition of proposed business architecture and operating model
  • Create an actionable business roadmap for transformation.
  • Ensure our relationship continues after the sale through adoption, deployment, and value review.



  • Mentor and coach sales/presales teams to improve industry knowledge and solution selling skills
  • Develop Go to Market strategy and drive a programmatic solution sales proposition for

the industry

  • Help to build the regional industry messaging, incl. key message decks, solution presentations, sales kits and thought leadership collateral
  • Promote a strong and collaborative relationship with the Oracle product management, business development, sales and presales teams


  • Orchestrate internal and external resources for account-specific x-LOB solution development




Specialist Experience



  • University Degree in Computer Sciences or similar IT related fields
  • MBA or equivalent post degree qualifications is highly desirable
  • 15+ years experience relevant to this position
  • Wide knowledge of pillar or industry market and trends
  • Extensive background in a customer organisation as a business process lead or a business architect, working directly for or with leading IT companies within the industry


  • Proven track record in managing multiple opportunities and ability to negotiate and close complex deals


  • Proven knowledge of cloud business operation models



  • Experience developing and communicating business change and the related capability impact (typically having led the investigation, challenge articulation  and ultimate resulting proposition)
  • Knowledge of architecture frameworks (e.g. TOGAF) or relevant industry methods


  • Excellent verbal and written communication skills, with ability to both develop relationships and formerly present findings and recommendations at executive and C-level



  • Flexible to travel


    Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.



Job Summary

  • United Arab Emirates
  • Technology
Job Type
  • Full-time
  • Negotiable
25 April 2019
Applications Deadline
08 June 2019

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