Oracle MEA Cloud Business Development Manager – Oracle Infrastructure as a Service (IaaS) in United Arab Emirates

MEA Cloud Business Development Manager – Oracle Infrastructure as a Service (IaaS)

Preferred Qualifications

Job Title: MEA Cloud Business Development Manager – Oracle Infrastructure as a Service (IaaS)

Job Description

Does being part of helping clients go through digital transformations and moving to the cloud excite you?

Would you like to be part of a team focused on increasing adoption of the Oracle Cloud Platform?

Do you have the business savvy and the technical background necessary to help further establish Oracle as the leader in the cloud computing space?

Do you have a passion for helping organizations on their journey to the cloud, to secure, improve, move and govern their data capital assets both on-premises and in the cloud?

Does cutting through short term ambiguity for longer term vision come as second nature to you?

If you answered ‘Yes’ to these questions then this could be you!

Please note, this position is based in United Arab Emirates reporting to the Technology Business Development leader for MEA. As a Business Development Manager for Oracle Cloud IaaS focused on the MEA region, you will be responsible for defining key market segments to target, driving key sales initiatives with sales and other internal stake holders to open up new market segments and closing high impact customer wins.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and architects. He/she should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and bias for action is a must.

Oracle has transformed the enterprise software market with cloud computing and data driven innovation. We've launched business apps and platforms that are as easy to use and have a differentiated advantage in being able to offer an identical portfolio of infrastructure and platforms services for end-to-end data management both on-premises and in the cloud.

As a Cloud Business Development Manager for Oracle IaaS, you will demonstrate this value by helping our install base customers move not just their oracle workloads, but targeting all their workloads, both Oracle and non-Oracle to the cloud. You will thus be instrumental in increasing Cloud Technology bookings across MEA.

Oracle is helping enterprises move production as well as dev/test workloads to the cloud which is a highly complex undertaking. You should have in-depth understanding of the elements at all levels to help our customers and account teams make these transformational decisions. Horizontal, vertical and regional specific demands are critical in this process.


  • Define strategies and initiatives to generate long term and short-term customer success and business results with a focus on sustainable cloud business development.

  • Territory and industry research/insights to formalize a go to market territory strategy and create a qualified target account list together with Oracle sales teams.

  • Pipeline development through a combination of go-to-market initiatives, campaigns, and events/workshops facilitation. Elaborate campaigns and initiatives to drive the Oracle Cloud business and foster cross-LOB collaboration.

  • Engage with prospect organizations to position the Oracle solution through value based selling, business case definition, ROI analysis, references and analyst data in collaboration with Oracle sales teams.

  • Orchestrate and oversee the end to end sales process for key opportunities through engagement of appropriate resources such as Pre-Sales Consultants, Oracle Consulting, Executives and Partners etc., and through effective utilization of selling tools such as Engineered selling process (ESPs), Customer 360, etc.

  • Continuous improvement in self-research, learning and readiness on the new product offerings. Also focus on competitive offerings and technologies to be able to clearly articulate the Oracle advantage.

  • Drive field sales and Oracle Digital cloud solutions awareness/delivery readiness by executing a readiness campaign for those stakeholder groups. The overall target is to ensure an adequate level of sales awareness/readiness among these stakeholder groups leveraging a mix of delivery mechanisms (face-to-face workshops, webcasts, events, etc.)

  • Working closely with customer success managers ensuring cloud customers are deriving value from their investments and support high subscription renewal rates.

  • Be creative with strong problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.

  • Proven ability to work well as part of an international business development team.

  • Aligning Marketing & Demand Generation efforts with key priorities and initiatives

  • Be creative with strong problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.

  • Demonstrate outstanding Corporate Citizenship by working with Oracle University, Product Management, Sales & Presales, and other organizations within Oracle.


  • Ability to build reciprocal relationships with different teams of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.

  • Solid understanding of the IT industry cloud landscape and market

  • Sales experience with another cloud vendor would be beneficial

  • Competencies in building value proposition and positioning strong proposals.

  • Strong interpersonal skills with proven ability to communicate across all levels and effectively adapt to varied situations

  • Successful history of result oriented business development driving net new business sales as well as increasing the wallet share in existing customer base.

  • Background of driving business transformation through objective, community building.

  • Credibility at all levels, including Lines of Business and CxO.

  • Ability to coach /mentor people, influencing without managerial position

  • Ability to crystallize complex, ambiguous information into simple, clear, value and differentiation based messages

  • Can do attitude

  • Proven ability to work well as part of an extended sales team.

  • Good written, verbal, and presentation skills.

  • Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment.

  • Proven ability to work X-LOB as well a X-region with EMEA and Global teams

  • Proven ability to work well as part of an extended sales team.

Basic Qualifications

  • Minimum of 10 years of relevant experience in selling of or doing business development for enterprise software solutions or services.

  • Experienced with account management and solution selling ability

  • Strong technical knowledge in data center and database management is a must such as: database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, content delivery networks (CDNs) etc.

  • The right person will have excellent communication and writing skills, and be both technical and analytical. This person must possess several years of technical architectural work experience.

  • Self-motivated with a great sense of urgency and follow-through.

  • Excellent communicator who can quickly earn the respect of the team and customers.

  • Must have the ability to work independently and effectively across internal and external organizations.

  • Acts in accordance with vision, mission, and established goals.

  • Strong verbal and written communications skills; fluent in English and Arabic is a plus.

Preferred Qualifications

  • Significant technology related sales, business development, or sales engineering/consulting experience.

  • Demonstrable solid IT experience both on-prem and on the cloud.

  • Computer Science and/or Engineering/Math background.

  • Working knowledge of software development practices and data center / infrastructure / networking technologies.

Detailed Description and Job Requirements

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

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 applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

Job: Sales

Location: United Arab Emirates

Job Type: Regular Employee Hire

Organization: Oracle