EMEA Business Value Director - Financial Services & Insurance

Key Responsibilities

• Act as the primary Regional 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.
• Define and execute 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 into actionable guidance for Regional sales teams.
• Partner with Regional Sales leadership 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 Financial Services & Insurance 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.
• Enable coordinated 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.
• Ensure disciplined execution through forward-looking planning, pipeline visibility, and continuous improvement of sales effectiveness and operational efficiency.
• 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.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 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.