Business Development Manager – ERP for FRANCE

Our Business Development team plays a pivotal role in guiding customers through the early stages of their digital transformation. We achieve this by delivering a world-class engagement experience, building and maturing a pipeline of sales opportunities, and driving incremental revenue. Collaborating closely with Sales, Presales, Alliance & Channels, and Marketing teams, we focus on prospecting both existing and new accounts while nurturing leads into fully qualified opportunities.

Purpose of the role: The primary objective of the BDM is to drive and accelerate pipeline creation for Oracle ERP Cloud solutions in France. This involves improving account penetration and developing strategic relationships across the business, with a particular emphasis on engaging accounts that are new to Oracle Applications. The BDM will identify and advance new opportunities in alignment with organizational goals.

Key Responsibilities

• Customer Engagement:
  • Lead and drive account-based pipeline generation activities in selected, strategic accounts across all industries
  • Identify customer needs and create net-new opportunities.
  • Nurture and progress leads/pursuits to Sales Stage 3 opportunities.

• Solution Expertise:
  • Focus on Oracle ERP Cloud solutions, including ERP analytics applications.
  • Maintain a strong understanding of the Oracle Fusion Applications stack and ERP Cloud integration with other applications (both Oracle and third-party).
  • Position Oracle ERP solutions, strategy, and competitive differentiators at the earliest stages of the sales cycle.

• Stakeholder Management:
  • Build relationships at all levels within customer organizations, with a focus on CFOs and Finance Leaders
  • Collaborate closely with Account Executives during the initial stages of opportunities.
  • Partner with Solution Engineers, Marketing, Sales Specialists, Sales Development Representatives, and Oracle partners to maximize success.

Skills and Qualifications

• Experience:
  • 10+ years of expertise in the ERP/Finance industry, ideally with experience in a corporate Finance leadership role.
  • Proven track record of successful business development or sales.
• Finance Expertise:
  • Strong understanding of end-to-end Finance business processes.
  • Deep knowledge of one or more industries: Manufacturing, Retail, Financial Services, or Healthcare/Life Sciences.
• Technical & Strategic Proficiency:
  • Ability to articulate a compelling ERP value proposition to executive audiences, including C-level stakeholders.
  • In-depth knowledge of Oracle’s competitors in the ERP space.
  • Capability to provide thought leadership through customer engagements, public speaking, and social media presence.
• Soft Skills:
  • Excellent presentation and communication skills.
  • Strong relationship-building skills, with the ability to influence and negotiate at all levels.
  • Results-oriented mindset with a “hunter” mentality and curiosity to uncover new opportunities.

STAKEHOLDERS:

The BDM will leverage marketing initiatives and business development programs, industry-specific content and existing alliances and channel relationships to achieve objectives.

KPIs

• Pipeline Creation:
  Drive pipeline growth for ERP solutions in strategic accounts.
• Coverage and Reach:
  Ensure optimal coverage for sales teams to achieve ERP growth targets.
• Opportunity Advancement:
  Increase the number of leads advancing to Sales Stage 3 and beyond.
• Revenue Growth:
  Contribute to incremental revenue growth at the country level.

Professional competencies:

• Education: Degree-level education.
• Project Management: Ability to define and execute account strategies in partnership with Account Executives.
• Decision Making: Strong decision-making skills underpinned by sound judgment.
• Coaching and Mentorship: Ability to coach and support team members in achieving goals.

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.

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