Business Development Director – HCM for the NORDICS region

Our business development team plays a pivotal role in helping customers make well-informed decisions at the outset of their digital transformation. We achieve this by providing a world-class engagement experience. Our responsibilities include building and maturing a pipeline of sales opportunities and driving incremental revenue in collaboration with Sales, Presales, Alliance & Channels, and Marketing teams. We focus on prospecting existing and new accounts, while nurturing leads into fully qualified opportunities.

Purpose of the role: drive and accelerate pipeline creation for Oracle HCM Cloud solutions, by improving account penetration in the Nordics region (Sweden, Denmark, Norway, Finland, Iceland) and by developing relationships across the business. Identify and push forward our new opportunities.

Description 

The Role is customer facing. His/her mission is to lead & drive account-based pipe generation activities in selected, strategic accounts across all industries. Identify customer needs and create net new opportunities. Nurture & progress leads/pursuits to pipe to Sales Stage 3 opportunities. Product Scope of the role: Oracle HCM Cloud + HCM analytics applications. The Bus Dev Director will be able to position Oracle HCM, our strategy and competitive differentiators, at the earliest stages of the sales cycle. He/she will build relationships at all levels, with a focus on CHROs/HR leaders. He/she will work hand in hand with the Account Executives during the first stages of an opportunity. He/she will collaborate with the extended sales team: Value Engineering, Solution Engineers, Marketing, Business Development Specialists and with Oracle partners.

Skill profile:

10+ years of expertise in the HR industry, ideally with a corporate / HR leadership role. Good presentation skill HR expertise - C-level advisor / influencer Understanding of end-to-end / HR business + deep knowledge of one of the following Industries – Manufacturing, Retail, Financial Services, Healthcare or Public Sector Builds, creates, and nurtures strong relationships with customers. Ability to articulate a compelling HCM value proposition to Execs / Board and all levels at the customer. Provides thought leadership in customer engagements, as speaker at events and on social media ���Hunter” mindset and curiosity.

STAKEHOLDERS:

The Business Development Director will leverage marketing, business development initiatives and

programs, industry content and existing Alliance and Channel relationships in the account to succeed.

RESPONSIBILITIES:

Define Account Strategy & Planning with the Account Executives Take ownership and execute based on the agreed plan with the Account Executives. Increase contacts base in each account. Discover customers challenges, needs and opportunities with assigned, strategic accounts. Ensure a deep understanding of business & HR processes and challenges. Advise customers on HR digital transformation Ensure a deep knowledge of Oracle’s main competitors, especially in the HCM field. Strategic and transformational deal support. Support the Account Executives in the execution of their strategy. Develop the appropriate coverage and knowledge for each account at HQ and Subsidiary level.

 

KPIs

Pipeline creation for HCM solutions Coverage: work towards always having required coverage for the Sales Reps/team to achieve HCM sales/growth targets # of deals that successfully progress from lead/early sales stage to sales stage 3+ Increase pipeline and revenue at the country level

COMPETENCIES:

Subject matter expert in Human Resources with a minimum of 10 years of experience. Understanding of the competitive landscape Ability to talk to CHROs, but also CFOs, CPOs, CIOs, COOs, practitioners and experts in customers, consulting companies and partners on a peer-to-peer basis Business development and/or Sales experience

Professional & Personal Competencies:

Educated to degree level. Opportunity and customer focus, results orientation. Project management skills. Building relationships & communication. Influencing and negotiating. Decision making. Coaching. Fluency in Swedish and English. Additional knowledge of languages is a plus (Danish, Norwegian and/or Finnish)    Ability to travel frequently in the Nordics region (Sweden, Norway, Denmark, Finland, Iceland). 

Location: Stockholm, Sweden

Career Level - IC4