Oracle Sales Performance Mgmt Snr Director in Dublin, Ireland
Sales Performance Mgmt Snr Director
OSA Performance Partner Position Summary
EMEA/APAC/JP Oracle Digital Senior Director
The OSA Performance Partner is accountable for the successful creation, implementation, delivery and ongoing management of sales training programs for EMEA/APAC/JP Oracle Digital (OD) employees.
Training programs include the development, maintenance and delivery of onboarding programs, ongoing training for in-role functions and training to support career progression.
Roles supported in this framework include:
Business Development Consultants
Employees supported in this training framework can range from resources with minimal sales experience to employees with sales experience but who require additional development to become competent with new product offerings and selling to new customer profiles via new mediums.
This position is a key leadership role and must work successfully with EMEA, APAC and JP OD Sales Leadership, Operations and HR Leadership and be thought of as a trusted business partner and extension of the sales team. Nature of the sales roles and the requirements to support a Digital selling model are rapidly evolving. Role requires tight alignment with recruiting and Oracle stakeholders to ensure training supports changing role, hiring profiles and skills requirements.
Work with OSPA Programs VP, NA OD VP and OSPA EMEA/APAC/JP Field VP to ensure learning assets and training are delivered to global standards and best of breed techniques are developed, shared and then adopted into the core global framework.
Participate in cross-regional and in-regional governance board to ensure alignment to regional business goals and prioritize regional training objectives.
Ownership and delivery of quarterly business reviews with divisional Sales VPs to ensure team is well supporting divisional requirements, remediation plans are in place to address any concerns and teams are well engaged to support upcoming business objectives (revenue and margin attainment, talent retention and development).
Manage divisional owners who:
Oversee and direct input of programming requirements for OSA programs for designated pillars/lines of business within Oracle and within their region.
Conduct skills assessments and needs analysis for the region and build training plans to ensure skills, knowledge, and behaviors of regional teams are sufficient to execute the regional business plans.
Oversee and deploy applicable internal or industry accreditations and certifications within region.
Ensure the delivery of quality instruction for designated regional groups. This many include supervising and directing members of the delivery team to ensure that the content and delivery are correct and consistent, as well as developing and mentoring staff to ensure they are updated on product and services offering.
Manage staff who develop training methods to ensure that instructors are confident and comfortable when training new hires or providing advanced training to experienced employees, management and executives.
Create and staff class schedules that align with the business needs of the line of business/region and OSPA.
Teach OSPA classes, as needed.
Evaluate delivery resources and provide one-on-one coaching to ensure quality of work and conformance with the OPSA’s policies and procedures.
Candidate requires experience with developing enterprise wide training and enablement programs with specific focus on Cloud - selling to new markets and selling of new services to the marketplace.
A minimum of 15 years work experience in sales training, sales management, channel management or some combination of all (either the product or sales side). Experience managing education or sales teams, and collaborating and influencing regional executive leadership teams.
Solely manages day to day operations of team and ensures divisional teams are operating optimally
Engagement with manager to ensure new advancements are in line with corporate objectives and to provide status updates on execution of listed objectives
Independent decisions are made daily.
Has budgetary or other financial accountability for EMEA/APAC/JP budget and expanse management.
Manages cross divisional staff - including hiring, evaluating, and/or termination of employees.
Detailed Description and Job Requirements
Manages the development, establishment and direction of regional or line of business sales training strategies and policies to enable optimal productivity of the sales organization. Responsible for managing the design, development and deployment of product, process and skills enablement programs that drive elite sales performance within Oracle
- s global sales organization.
Determines and evaluates sales training needs for the organization. Advises and executes training strategies aligned to sales objectives resulting in measurable increases in sales performance. Oversees and directs creation of sales training curriculum, programs and procedures. Manages, organizes and executes sales training programs in region. Facilitates formal and informal presentations to senior management, sales organization, and other internal functions as appropriate. May work with other Oracle teams to incorporate corporate or regional strategy into training curriculum. Provides guidance within the sales organization and shares best practices. Analyzes performance of sales personnel to determine need for additional training. May oversee a staff of sales trainers and/or Sales Performance Designers and others. Keeps informed and shares new training methods and techniques with teams.
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 important. Demonstrated leadership and people management skills preferred. Bachelors or equivalent years of professional experience preferred. Make strategic and tactical decisions that directly affect the sales curriculum development, sales training delivery, and/or logistics function. Apply knowledge, skills, and experience to create new curriculum development or training delivery approaches, processes, and systems for sales or sales consulting. Conduct Sales Skills Assessments to determine the training needs, and work with senior management and sales/sales consulting representatives to identify training needs in accordance with business priorities. Lead in creation and updating of current instructional/developmental/delivery strategies, manuals and processes. Oversee and direct input of programming needs for sales academy programs for designated departments within Oracle and partners. Work with the appropriate Oracle groups to plan and execute Regional-based business plans and objectives. Drive regional governance process to ensure regional business goal and objectives and sales training priorities are aligned.
Job Type: Regular Employee Hire