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Oracle Corporation Job Title
Senior Director - Customer Success - Cloud Technology DECH & Nordics

Oracle Corporation

Job Description
Senior Director - Customer Success - Cloud Technology DECH & Nordics','19000K4B','','!*!ABOUT ORACLEEmerging technologies are disrupting old paradigms and unleashing new opportunities. Oracle has embedded innovative technologies in every aspect of our cloud, enabling companies to reimagine their businesses, processes, and experiences. And the world’s #1 database is now autonomous, allowing enterprises to innovate at the speed of a startup. At Oracle, we are changing the world by leading a digital transformation! We help our 400,000 customers in more than 145 countries to go beyond developing digital potential to using it to achieve, grow and compete; to think, act and be Business Digital.Artifcial intelligence, blockchain, the Internet of Things, machine learning, and other emerging technologies permeate every aspect of work and life. These technologies help us reimagine what’s possible: self-driving cars, personalized medicine, precision agriculture, and smart cities. Oracle provides essential elements for companies to pioneer innovations and drive new business models. For example, applications based on artifcial intelligence (AI) can suggest the next best actions, automate answers, and provide personalized service. Oracle embeds machine learning into several management and security offerings to help monitor, troubleshoot, and predict potential outages and security breaches. We enable automated but personalized interactions across our applications via digital assistants—and we’ve integrated AI into analytics to help discover hidden patterns. Oracle helps customers develop roadmaps, migrate to the cloud, and take advantage of emerging technologies from any point: new cloud deployments, on-premises environments, and hybrid implementations. Oracle’s approach makes it easy for companies to get started in the cloud and even easier to expand as business grows. Oracle is the #1 provider of business software, with a broad portfolio of solutions for companies of all sizes.CONTEXTBe at the forefront of all strategic cloud infrastructure transformation discussions and lead a team of Customer Success Experts across Germany, Switzerland & the NordicsRecently, Gartner published their latest round of In Depth Assessments, which are a series of scorecards for the major IaaS vendors. We're excited to have taken part in this comprehensive evaluation as one of the Big 4 IaaS players.Our inclusion in these assessments shows strong validation from top industry analysts that Oracle is firmly established among the leading hyperscale IaaS players, and that we're being recognized for our rapid pace of adding key new services while delivering the best price / performance equation in the industry. Oracle has built a second-generation cloud infrastructure that represents a fundamental re-architecture of the conventional public cloud, because “the current state of the art of cloud defenses is just not good enough, not even close,” Oracle Executive Chairman and CTO Larry Ellison said during his 2018 keynote at Oracle OpenWorld in San Francisco.In addition to delivering stronger security, Oracle’s second-generation cloud infrastructure also delivers price, performance, reliability, and other advantages that lead the industry, Ellison said.For more information: https://blogs.oracle.com/oraclemagazine/generation-2-ready-for-anythingOracle’s Cloud Customer Success Organization is a focused group of Cloud Customer Success experts whose mission is to drive successful Oracle Public Cloud utilization and replenishment through the proactive management of all facets of the customer engagement lifecycle. Join one of the most visible areas of Oracle’s continued success with Cloud; this is an exciting opportunity to be part of, and help shape, this new function.The organization has three main priorities: • Drive adoption, by identifying permanent use case, securing implementation, nurturing live customers• Ensure customers value the adoption experience and obtain the expected and planned for outcomes. This through among other means the implementation of our latest most innovative technologies. • Contribute to the company Cloud business growth by influencing directly or indirectly renewal and expansionROLEReporting into the EMEA VP Customer Success Leader, the CSM Regional Leader will be responsible for managing the technology cloud adoption and renewal business in the region. Also fusing and complementing the relationship between The Oracle Public Cloud and our customers’ core business objectives and priorities thereby driving increased business value and alignment between Oracle and its valued customer community. In addition, the Regional Customer Success Leader will be responsible for managing and further developing the CSM team capabilities in region.The Customer Success Leader will need to proactively identify and prioritize opportunities, and collaborate with PreSales, Support, Sales, Development, Consulting and Partners (etc) to improve the customer’s use of Cloud Technology. This will include problem solving, milestone development and ongoing state of the customer reviews to ensure that customers maximize their usage of the platform. Ultimately, the success of the role is driving and securing a high level of customer satisfaction and ensuring that consumption of Oracle’s Public Cloud continues in its upward trajectory. EXPANDED RESPONSIBILITIES• Managing the Technology Cloud adoption, utilization and renewal business across the region• Develop a strategy for the Regional Customer Success team and contribute to the strategic direction of the EMEA Customer Success organization • Managing, developing and building the Regional CSM team• Provide forecasts on likely future customer consumption and renewals of Cloud contracts.• Identify replenishment and renewal risks and collaborate with internal teams to remediate and ensure ongoing replenishment• Build strong customer relationship, working as customer advocate and driving high customer Satisfaction• Conduct business reviews with clients when required• Drive a strong and collaborative relationship with internal stakeholders• Responsibility to on-board seed systems onto Public Cloud and provide guidance in identifying opportunities where Oracle Public Cloud can be leveraged and upselling ancillary services and emerging technology• Partner with internal Oracle stakeholders to align account activities with the customer's business case and strategy• Monitor and identify adoption and utilization trends, provide recommendations based on risk and customers’ business needs• Development of reference accountsBusiness Management• Reports to the Vice President of Customer Success, EMEA• Accurately forecast and achieve revenue objectives while defining opportunities/territories and setting quotas• Set and manage performance criteria, including pipeline, penetration and activity levels• Build personal credibility and manage internal cross line of business networks and relationships• Create and manage short term and long term business plan• Actively participate in key opportunities, strategy, execution, and building customer and external partner relationships• Leverage company best practices to ensure customer success and maintain executive relationships • Regular reporting, presentation and interaction with the Regional SVP and management team to ensure joint activity• Work with customers directly with CSM activities where appropriatePersonnel Management• Actively recruit and hire highly qualified team members while conducting performance management on an ongoing basis within the region• Mobilize the team members and encourage individual career development• Facilitate the success of the team and individuals through coaching, counseling and performance managing, while quickly getting new hires ready to contribute effectively to the region’s performancePersonal Development• Participate in leadership and management training and development• Actively seek support and feedback from peers, team, leaders, and management• Actively seek career development goals and supporting planEXPERIENCE & QUALIFICATIONS• Proven track record in management role (10 years) that covers either sales, presales or consulting; • Substantial people management/leadership experience, with 5 years at senior management /Director level managing teams (20 employees)• An understanding of development and deployment concepts and tools that enable successful Public Cloud deployments• Enthusiasm, energy and ability to evangelize and expand the footprint of seeded markets in the public cloud platform• Broad knowledge and experience in Public Cloud ecosystem and IT infrastructure elements• Experience in a customer-facing, role such as account manager, project manager, business development manager or hands on Customer Success Manager in the Cloud ecosystem• Excellent communication skills, external customer communication, but also internal communication• Flexibility, this is a high growth area that requires agility• Fluency in English & at least one local regional language (ideally German) • Ability to travel 40% CONTACTFelix Wehmeyer I Principal Talent Advisor I Oracle EMEA Recruitment I felix.wehmeyer@oracle.com I 41 225 562 666Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability, and protected veterans status or any other characteristic protected by law.','!*!Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client. Drive operational performance goals and will be responsible for achieving quarterly targets in terms of renewal rates to maximize revenue and minimize cancellations. Build team, improve internal processes and systems to achieve operational performance that meets or exceeds goals. Establish and measure group goals and team performance against specific target objectives. Participate in strategic and tactical planning for the division. Builds on going customer relationships to drive renewals, maximize timely renewals and up sell to the client. Owns resolution of client issues acting independently. Plans regional coverage and staffing models. Interfaces with virtual team to accomplish goals. Builds and maintains strong relationships with the highest levels internally and within clients. Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management, providing negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge. Strong people/communication skills to deal with company and customers. BS or MS degree or equivalent experience relevant to functional area. Successful track record in information systems implementation of client experience management or related experience. Six or more years of successful management experience, including four or more years as a senior executive. Experience managing high level client relationships and escalations.As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).','Sales','','DE-DE,Germany-Muenchen','DK-DK,Denmark-Ballerup, DE-DE,Germany-Hamburg, DE-DE,Germany-Potsdam, SE-SE,Sweden-Solna, SE-SE,Sweden-Stockholm, DE-DE,Germany-Frankfurt, DE-DE,Germany-Duesseldorf, NO-NO,Norway-Oslo','','Regular Employee Hire','Oracle','Senior Director - Customer Success - Cloud Technology DECH & Nordics

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