Business Development Representative IV (US-NSG) with Security Clearance

    Updated 30 days ago
    Reston, VA 20190
    Full-time, Part-time
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    Job Description

    Preferred Qualifications: Position Overview: The NSG Business Development (BD) Representative is a senior individual contributor responsible for identifying and maturing large opportunities with recurring revenue streams within an account or set of accounts. The NSG BD representative is a key member of a virtual account team focused on driving the adoption of Oracle products and services for the US Intelligence Community, the Military Services, Cyber Security and TS/SCI/SAP-SAR DoD marketplace. This individual demonstrates natural leadership skills and is held in high esteem by both internal and external stakeholders. Leverages existing and builds new relationships to position Oracle as a strategic partner and create a positive business environment. Responsible for the identification of relevant new business opportunities and designs "go-to-market" plans to deliver measurable and significant revenues within the one to three years-out timeframe. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle. The BD rep acts as primary liaison between Consulting, Sales, and Technical resources for the account's sales opportunities. Generates business opportunities through existing and new relationships, networking and referrals. Develops and coordinates strategic relationships with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product and cloud services. Coordinates and executes aggressive strategies and plans with account team mates to successfully drive Oracle as the preferred customer selection. Strives to become the domain expert on selected account(s), providing the account team with deep insight into the customer organization, priorities, programs and key players. Leads the account team development and execution of a strategic account plan. Identifies and develops early stage opportunities to a maturity level that can be handed off to sales. Position Responsibilities: * Understand the national security market - Understand the top IC, Service, Cyber and TS/SCI/SAP initiatives and programs in your account that will drive the greatest revenue for Oracle; Know and have contacts in the Customer community, the Partner ecosystem and the key System Integrators * Understand the Oracle portfolio - Understand the Oracle and NSG story, solutions and technologies; Understand & Relate specific customer- focused use cases for Oracle solutions; Communicate new end-user mission and technical requirements to Oracle * Build & Maintain Relationships within assigned Account(s) - Understand the customer priorities, programs and initiatives; Create and maintain influence maps; Build relationships with key influencers and decision makers * Push Awareness in the System Integrator (SI) Organizations -Work with the NSG SI Strategic Partners Team to elevate Oracle's strategic status with key System Integrator partners for the account(s), drive executive capture & technology relationships, push go-to-market solutions that will allow System Integrators to discriminate in the market and influence end-user customer requirements * Assist with Account Team Sales Strategies - Engage & coordinate with the NSG account team (Sales, Pre-Sales Consultants, Consulting Services, Mission Solutions, etc.); Drive ongoing planning and execution across LOBs; Lead team in creation and execution of strategic account plan; Build call plans with end customers and key partners; Develop program bid strategies with the account team and NSG senior leadership * Drive Adoption of Oracle technology during Program Capture Phase - Execute program specific call plans; Push program focused value propositions; Arrange demonstrations and deep dives; Negotiate positions on System Integrator teams; Ensure System Integrators are getting proper proposal & technical support; Help System Integrators win program business. * Drive Adoption of Oracle technology in existing Programs - Understand the key existing programs in assigned account(s) and the System Integrators who hold the contracts; Develop relationships with System Integrator program leadership; Show how Oracle solutions can minimize costs, meet schedules & service level agreements, and/or expand the contract scope. * Manage a program-specific funnel of both pre-award & post award opportunities - Focus is on the largest, long term opportunities. Responsible for understanding Oracle's value proposition in these important initiatives, building & executing campaigns to position our technology and understand the competitive field in the market. Mandatory Requirements: * 10+ years of progressively increased responsibilities in business development, sales or sales management or equivalent level of related experience. * Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. * Ability to develop strategic and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. * Ability to Travel at least 20+% or as needed. * BA/BS degree or equivalent * Strong knowledge of the assigned account(s) and Intelligence Community as a whole * Current TS/SCI Security Clearance required. Desired Experience: * Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management * Strong business acumen and negotiation abilities; regularly monitors and own and/or team's progress against performance goals. * Great team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities * Gain broad support and buy-in for initiatives from key stakeholders; influences others to change their perceptions in a positive, creative and respectful way. * Demonstrated success in working a sales and business development capacity on infrastructure and program capture * Demonstrated success in winning Multimillion dollar large Federal Government or SLED programs * Demonstrated success in establishing teaming agreements with multiple systems integrators * Strong demonstrated expertise in creating, executing on, and driving solutions selling and product marketing for application and infrastructure software * Strong demonstrated expertise and experience in working with government procurement and contracting. * Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases * Familiarity with a broad range of application and infrastructure software * History of demonstrated success in Software and/or Cloud sales * Advanced degree (s) in IT related fields, Business Management or Cybersecurity 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. A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle*s sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product 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. Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable. Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law. Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.
    Posting ID: 602928794Posted: 2021-04-16Job Title: Clearance