Client Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the sales strategy and drive revenue growth for Oracle Managed Services.

• Create and implement a pipeline of new managed services opportunities among current and potential clients.

• Facilitate the transition of Oracle implementation clients into ongoing managed services partnerships.

• Generate new business through prospecting, executive networking, Oracle relationships, partnerships, referrals, and account expansion.

• Oversee the complete managed services sales cycle from identifying opportunities to closing deals.

• Formulate business cases for outsourcing Oracle application support, optimization, administration, enhancements, and continuous improvement.

• Recognize cross-sell and upsell opportunities within Oracle HCM, ERP, SCM, CX, EPM, integrations, reporting, security, and related services.

• Cultivate recurring revenue opportunities while ensuring margin maintenance and commercial discipline.

• Establish executive relationships with both current and prospective clients.

• Design and develop Apex IT's Oracle Managed Services organization and its operational framework.

• Define service portfolios, packages, pricing models, service tiers, scope definitions, and delivery methodologies.

• Create scalable processes for onboarding, governance, escalation management, resource allocation, and client success.

• Identify the optimal mix of resources from the US, India, Colombia, and other global locations.

• Enhance and refine the Managed Services value proposition and market messaging.

• Act as the executive point of contact for strategic Managed Services clients.

• Conduct executive business reviews to evaluate client needs, satisfaction, service performance, and future opportunities.

• Develop strategies for account growth and spot additional consulting, optimization, implementation, and advisory opportunities.

• Collaborate with Sales, Solution Architects, Practice Leaders, and Delivery leadership on proposals and solutions.

• Lead discovery sessions and executive presentations.

• Engage in RFPs, RFIs, SOW development, proposals, pricing discussions, and contract negotiations.

• Manage the Sales-to-Delivery transition while maintaining commercial accountability throughout the client lifecycle.

• Build relationships with Oracle sales, alliances, and partner organizations.

• Participate in Oracle events, conferences, partner activities, and industry networking opportunities.

• Monitor Oracle product and market developments for new offerings and revenue-generating opportunities.

• Report on pipeline, bookings, revenue, recurring revenue, account growth, forecasts, and sales performance metrics.

• Take part in the recruitment and selection of key Managed Services personnel.

• Assist in establishing career paths, competency requirements, and organizational structures.

• Mentor and nurture client-facing sales and account management personnel.

• Assign tasks, supervise project staff workflows, and may carry out performance evaluations.

⛳️ Requirements

• Over 10 years of experience in technology consulting, professional services, managed services, or enterprise technology.

• Proven experience in building, launching, or scaling a Managed Services organization or practice.

• Successful track record in selling technology consulting, application management, managed services, or recurring professional services.

• Demonstrated success in meeting or surpassing sales and revenue targets.

• Experience in developing and closing complex enterprise consulting engagements.

• Familiarity with working alongside C-level and senior executive stakeholders.

• Strong comprehension of recurring revenue and managed services business models.

• Experience in creating service offerings, pricing models, staffing models, and go-to-market strategies.

• In-depth understanding of professional services economics, including revenue, utilization, staffing, pricing, and margins.

• Experience with Oracle Cloud applications is highly preferred.

• Familiarity with Oracle HCM, ERP, SCM, CX, EPM, or related Oracle technologies is preferred.

• Experience working directly with Oracle or within the Oracle partner ecosystem is preferred.

• Bachelor's degree or equivalent professional experience is required.

🏝️ Benefits

• Comprehensive Medical Insurance (Preferred Provider Organization (PPO) High Deductible or Copay plans) with Wellness Program and Teledoc.

• Health Savings Account (HSA).

• Medical Flexible Spending Accounts (FSA) – Full and Limited Purpose.

• Dental Insurance Options.

• Vision Insurance Options.

• Critical Illness Insurance.

• Accident insurance.

• Hospital Indemnity Insurance.

• Profit-Sharing Program.

• 401(k) Program (available after eligibility period).

• Travel Incentive.

• Employer-Paid Life and Accidental Death & Dismemberment Insurance.

• Employer-Paid Short-Term Disability.

• Employer-Paid Long-Term Disability.

• Dependent Care Flexible Spending Account (FSA).

• Bi-Weekly Pay via Direct Deposit.

• Employee Discount Marketplace.

• Life Insurance.

• Pre-Paid Legal.

• Pet Insurance.

• Paid Time Off, Paid Sick Leave, Paid Holidays.

• Flexible Scheduling.

• Remote Work.

• Learning and Development Activities.

• Employee Assistance Program.