Director/Senior Director - Client Engagement Mfg & SCM

JOB SUMMARY: The Director/Senior Director Client Engagement will assume a pivotal role in the sales, delivery and solution strategy areas of Argano’s Oracle Business Unit. This individual will be responsible for supporting initiatives to build and promote industry relevant solutions within the Supply Chain Management (SCM) and Manufacturing (MFG) vertical that will include working with Oracle’s product strategy and product development teams to generate awareness of Argano capabilities as well as contribute ideas for better solutions for the marketplace using Oracle solutions.

Further, the Director/Senior Director Client Engagement will support sales and marketing efforts to deliver the Argano message to the marketplace with the goal of generating interest and sales pipeline as well as closing business as a key part of the Oracle sales team. In this role, this individual will work with marketing to develop content and support speaking engagements on an ongoing basis as well as work with alliances leadership to attend Oracle events as required. Oracle events may include sales QBRs, conventions such as CloudWorld and Argano specific awareness events in regions across the country. As a partner to the sales team, the Director/Senior Director will work with the solutions and sales team members to promote Argano capabilities including providing client prospects insight into leading practices from both an industry and solution perspective. The Director/Senior Director Client Engagement is expected to support sales proposal efforts, estimation and onsite client presentations. It is a key responsibility to successfully close new work on an annual basis.

This individual will also have a key role in the delivery of client engagements, providing executive level presence on Argano project teams and will serve to foster relationships with client executives on assigned projects. The individual will serve on steering committees and be an active member of the delivery team. This includes serving as a point of escalation for project quality concerns and being a part of the resolution process to ensure that client engagements run smoothly and are managed well. This will include working with the Argano Operations group; specifically, the PMO organization and the Centers of Excellence. These two organizations assign project management and consultants to projects and alignment with Industry team members is crucial to the success of an engagement.

 

RESPONSIBILITIES:

• Cultivate and foster relationships with key stakeholders within Oracle’s Cloud sales and product leadership team, nurturing strategic alliances.
• Take the helm in driving the strategic partnership with Oracle by devising innovative, industry-led go-to-market initiatives and solutions.
• Position Argano as the preferred partner with Oracle by activating targeted industries and client teams, fostering successful collaborations.
• Establish and nurture relationships with strategic clients, gaining insights into their objectives and translating them into practical Oracle solutions.
• Curate a compelling portfolio of Oracle-enabled technology solutions in the SCM & MFG industry including advocating for multi-partner collaborations.
• Work in tandem with marketing, alliance, and sales teams to craft joint go-to-market strategies showcasing the distinctive value of Argano's supply chain management and manufacturing industry advisory and delivery services.
• Cultivate client relationship with senior executives and the project management layer of assigned projects.
• Act as a Steering Committee member and leadership on Argano projects including cross pillar projects.
• Serve as an escalation path for the client on Argano engagements.
• Lead and be responsible for negotiations in concert with Argano’s Account Representative when submitting change orders or new statements of work.
• Support project teams with their deep experience and foster a teaching environment where project management resources can learn from them and continue to develop skills
• Support sales efforts and close new business. This includes engaging client prospects alongside the Presales Solutions team to explain best practices and speak about Argano’s industry experience.
• Contribute to proposals and other bids for work by providing feedback to the sales team and pre-sales team regarding estimation, solution footprint, and delivery approach.

 

MINIMUM AND/OR PREFERRED QUALIFICATIONS:

EDUCATION:

• Bachelor's degree in business administration, Industrial Management, Finance, Economics, or a related field, expected.
• MBA or relevant master's degree, preferred.

EXPERIENCE:

• Minimum 10 years of recent experience in consultative services or business development