Public Sector – EMEA Industry Value Director

Job Description

• Reporting into the Senior Director, EMEA PS, the EMEA PS Specialist is a senior industry-led role, accountable for:
• Generating Pipeline and actively progressing opportunities directly and/or with the Regional field teams and with the PS Regional Customer Engagement Directors.
• Supporting PS deal execution with a focus on strategic and major accounts
• Co-ordinate and participate in account planning, opportunity qualification and deal reviews (leveraging industry knowledge to co-create solutions with a 3–4 year horizon)
• Manage relationships with PS Partners experts (positioning Oracle value propositions, obtaining access to client C-suite, supporting account planning for key clients, etc.).
• Work with Marketing, PR and Demand Generation on Regional PS campaigns.
• Provide customer and market feedback into the rest of the PS Industry Team to ensure experience can be shared to the broader EMEA team.
• The role combines deep Public Sector industry expertise with sales enablement, governance, and cross-Regional best-practice leadership.
• Operating as part of the EMEA PS Industry Team and in close partnership with Digital Governement Suite leadrship, the Industry Value Director acts as a catalyst for alignment, integration, and execution across Sales, Industry, and Cross-LOB stakeholders.
• This role carries significant commercial impact and execution leadership, with a forward-looking planning horizon that ensures continuity, predictability, and sustained growth.
• The role blends industry leadership with strong commercial execution, serving as a trusted advisor to customers and a close partner to Sales leadership.
• It operates at the intersection of strategy and execution, shaping demand, driving pipeline, and influencing outcomes across the full customer lifecycle—from early demand generation to post–go-live value realization.
• As a member of the EMEA PS Industry Team, the Industry Value Director brings together cross-regional intelligence and to deliver a true

One Oracle

Purpose

• Support the Regional CED to execute industry-driven Go-To-Market (GTM) for the EMEA PS Team.
• Accelerate demand generation and revenue growth while building industry sales excellence that supports both near-term results and future pipeline maturity.
• Translate industry trends and customer priorities into differentiated, value-based Oracle solutions by engaging and influencing key stakeholders, expanding strategic relationships, and shaping new business opportunitie
• Provide operational and strategic continuity across near-term execution and forward-looking planning.

Key Responsibilities

• Support the industry interface with strategic Systems Integrators (Accenture, Deloitte, Capgemini, EY and others), coordinating joint pursuit strategies, aligning executive sponsorship, and supporting co-sell execution on transformational opportunities.
• Engage in strategic industry opportunities by supporting executive alignment, addressing industry-specific objections, and reinforcing differentiated Oracle value during complex sales cycles.
• Drive the industry GTM strategy driving demand generation through targeted campaigns, events, and ecosystem partnerships.
• Act as a trusted industry advisor to C-suite and senior executives, supporting executive engagement during strategic opportunities and influencing customer decision-making in complex sales cycles.
• Collaborate closely with Global Product Development to maintain visibility into the product roadmap, provide structured customer feedback and market-driven requirements, manage escalations where needed, and translate global product capabilities and best practices.
• Partner with Regional Sales leadership & the Regional CEDs to shape account strategy, support the development of best-in-class account plans, and contribute to executive business reviews that drive long-term customer advocacy and growth.
• Feed into the development and maintenance of EMEA Public Sector industry field content, including executive messaging, industry trends, competitive positioning, AI use cases, reference architectures, customer references, and win/loss intelligence to enable Regional sales teams.
• Support co-sell execution across Regions by supporting partner account mapping, joint pursuit preparation, and sharing industry best practices that increase reach and win probability in strategic opportunities.
• Inspire and enable cross-LOB Sales, Business Development, Pre-Sales, and Alliance teams by driving alignment, developing critical industry and commercial capabilities, and sharing best practices across Regions.
• Participate as the Regional industry authority in qualification and inspection of strategic opportunities (e.g., TCV > $10M and/or high cost of sales), providing an industry qualification recommendation and supporting pursuit strategy to improve win probability and cost-of-sale discipline, in alignment with Regional Sales leadership.

Required Skills

• Deep expertise in the assigned industry, including trends, business models, and technology-enabled transformation.
• 10–15+ years of experience in senior roles spanning sales, business development, industry consulting, or GTM leadership.
• Proven experience operating within complex, cross-LOB transformation programs and enterprise sales cycles.
• Strong commercial acumen with the ability to balance short-term execution and long-term strategic planning.
• Demonstrated ability to operate credibly at CxO and senior stakeholder level.
• Strong leadership, collaboration, analytical and communication skills, with the ability to lead through influence in highly matrixed, virtual environments.

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