Cloud Consulting Senior Client Partner - Oil & Gas / Utilities

Job Description

Oracle's mission is to help people see data in new ways, discover insights, and unlock endless possibilities! At Oracle Consulting, we're building the bridge between Oracle's innovative technology and the people who use it to achieve incredible things.

Our team focuses on North American based clients. With Oracle's aim to bring a customer-first approach with deep industry insight to deliver positive outcomes to our clients in their transformation to Oracle Cloud technologies. We're growing fast, and we need transformational leaders ready to bring their unique skills, energy, and creativity to help us continuously deliver extraordinary client experiences.

As a Client Partner, you will be responsible for driving consulting services growth and closing high-value deals by leading matrixed pursuit teams and collaborating with software sales executives. You will develop and manage a comprehensive sales strategy that drives new consulting pipeline and achieves booking targets in an industry or set of accounts. Your focus will be on building pipeline, closing deals, developing deep relationships with Oracle software sales, and ensuring successful software implementations.

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Responsibilities

Key Responsibilities :

Sales Strategy & Pipeline Management : Develop and execute a sales strategy to grow the consulting pipeline, achieve booking targets, and meet revenue goals.

Closing Deals & Leading Pursuit Teams : Proactively manage sales opportunities from lead qualification to deal closure, with a strong emphasis on building compelling deal strategies and realistic close plans to drive successful deal closure. Lead matrixed pursuit teams by directing work in alignment with close plan, removing obstacles for the team, and fostering team collaboration.

Collaboration & Relationship Building : Cultivate strong relationships with software sales executives, including VPs and Regional Managers, to drive services pipeline growth by attaching consulting services to software sales. Maintain a consistent cadence of touchpoints to strengthen relationships and positively influence software sales deal outcomes.

Implementation Expertise : Serve as a subject matter expert in software implementation, advising customers on strategic implementation roadmaps to help them realize the value of their Oracle product investments. Work with clients to shape project vision and business outcomes, manage implementation risks, and advise on implementation best practices.

Contract Negotiation : Help eliminate risk for both Oracle and the client by effectively negotiating and clearly documenting contract scope, assumptions, terms, and conditions to ensure alignment on expectations and reduce potential issues during project delivery.

Consulting Business Growth : Ensure deals sold can be implemented successfully, meeting revenue and margin targets.

Customer Advisory & Relationship Management : Build long-lasting client relationships with IT and Line of Business Vice Presidents, positioning yourself as a trusted advisor. Promote innovative ideas and solutions to address clients' business, expanding Oracle Consulting's footprint within the account

Thought Leadership : Contribute to thought leadership by sharing industry and implementation insights and trends

Forecast & Metrics Management : Ensure accuracy of key sales metrics such as pipeline, forecast, bookings, and service attach rates.

Client Success & Reference Cultivation : Ensure customer success as measured by client satisfaction and referenceable accounts.

This role is ideal for someone with a proven track record in closing complex deals, leading matrixed teams, collaborating with software sales leaders, and expertise in software implementation. Your ability to drive results through strong relationships and strategic execution will be essential for success in this role.

How you will be measured

Bookings and Bookings Growth

Revenue and Revenue Growth

Deal Margin (Sold and Delivered)

Client Satisfaction / Client Net Promoter Score (NPS)

Minimum Qualifications

12+ years of professional experience, with at least 5 years in a Client Partner or similar consulting services sales role

Proven track record in selling and delivering enterprise software and services, including Cloud solutions, with a strong ability to meet or exceed sales targets.

Proven ability to cultivate strong relationships with software sales executives to drive services pipeline growth by attaching consulting services to software sales

Demonstrated experience in developing and executing sales strategies, negotiating complex deals, and managing long sales cycles.

Significant experience and participation in program delivery, including solutioning, program leadership, or consulting roles

Strong industry expertise within your territory, with the ability to credibly advise clients and drive solutions that align with business objectives.

Expertise in identifying, qualifying, and closing high-value consulting deals with large enterprise clients.

Preferred Qualifications

Bachelor's degree or equivalent with 12+ years of experience in consulting, focusing on services or solutions delivery.

Proven experience selling services and / or software into Utilities, Oil & Gas, and / or Energy industries.

Proven experience in leading matrixed teams, including overseeing projects, teams, customer relationships, and financial performance, with a sales focus.

Deep expertise in relevant products, technologies, or industries within the practice area, and the ability to translate this knowledge into successful sales efforts.

Demonstrated ability to build and sustain strong relationships at the executive level, leveraging consultative sales techniques to uncover business challenges and propose tailored solutions.

Experience with CRM tools and sales pipeline management to track progress and optimize sales performance.

Willingness and ability to travel as required to meet with clients, attend conferences, and support business development initiatives.

Disclaimer :

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US : Hiring Range in USD from : $139,400 to $291,800 per annum. May be eligible for bonus, equity, and compensation deferral.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following :

Medical, dental, and vision insurance, including expert medical opinion

Short term disability and long term disability

Life insurance and AD&D

Supplemental life insurance (Employee / Spouse / Child)

Health care and dependent care Flexible Spending Accounts

Pre-tax commuter and parking benefits

401(k) Savings and Investment Plan with company match

Paid time off : Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

11 paid holidays

Paid sick leave : 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

Paid parental leave

Adoption assistance

Employee Stock Purchase Plan

Financial planning and group legal

Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Career Level - IC5

About Us

As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's challenges. We've partnered with industry-leaders in almost every sector-and continue to thrive after 40+ years of change by operating with integrity.

We know that true innovation starts when everyone is empowered to contribute. That's why we're committed to growing an inclusive workforce that promotes opportunities for all.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation-request_mb@oracle.com or by calling +1 888 404 2494 in the United States.

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 will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.