Oracle Data Management Workbench Sales Consultant

Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers—including 100 of the Fortune 100— in more than 145 countries around the globe. We are now looking for talented individuals within the Health Sciences arena to join our successful business and further contribute to our industry vision.

The Health Sciences Global Business Unit is a self-contained business unit within Oracle that focuses entirely on the provision of software and services to the Life Sciences and Healthcare vertical markets.

This is an opportunity to join a small but very fast growing part of Oracle, in an Industry which is undergoing profound change. Working within the HSGBU offers a high degree of personal autonomy, and requires excellent self-organisation and self-motivation skills.

Role

·       To work with senior customer staff, from business, industry and IT perspective, to understand & extend their needs, and subsequently to define the solution and high level blueprint to meet these requirements.

·       To generate up-sell opportunities to develop customer's business by deploying Oracle products with specific focus on the HSGBU Data Management and Warehousing Solutions

·       To develop innovative Value Propositions for, and work in partnership with, Sales in order to maximise the generation of license sales revenue in Oracle’s HSGBU solutions

·       To engage in designated opportunities by applying Life Sciences industry insight and R&D market & product knowledge to opportunities.

·       To configure Oracle’s Life Science Data Hub solution demonstration environment so it continues to demonstrate maximum value to potential customers.

Scope

·       Works in the Life Sciences industry in Europe, Middle East and Africa (EMEA)

·       Primarily responsible, initially, for promoting the Oracle Data Management Workbench.

·       Has a level of understanding of the breadth of Oracle's solutions that enables them to define comprehensive solution blueprints covering areas of technology and applications

·       Contributes to the achievement of set growth targets for HSGBU

·       Works closely with other lines of business and stakeholders across geographies

·       Travel extensively throughout EMEA region.

Responsibilities

·       Acting as the expert in the Data Management and Warehousing sector of the Life Sciences industry set with specific focus on the Oracle Data Management Workbench.

·       Maintaining an in depth and up to date industry knowledge in Life Sciences and Clinical Development

·       Maintaining an up to date knowledge of all relevant customer needs around the successful development of new drugs and medical products, the conduct of clinical trials, and regulatory requirements.

·       Building and maintaining effective relationships with all relevant customers throughout the sales lifecycle.

·       Maintaining up to date knowledge and commercial awareness of the external market place and competitor product/solution offerings and value propositions.

·       Contributing to the generation and maintenance of relevant Life Sciences Value Propositions.

·       Exploiting Oracle's Marketing messages in the definition of Life Sciences solutions.

·       Capable of developing, justifying and defending Oracle solution blueprints with board level customer persons and capable of articulating the solution plan and roadmap to them.

·       Designing and delivering customer demonstrations/presentations to articulate, update and evangelize Oracle solutions in Life Sciences as required.

·       Working as part of Account Teams on specific opportunities to enhance revenue through license and cloud sales.

·       Ensuring the creation of reference sites with all customers.

Accountabilities

·       Act as a Life Sciences solution contact for customers in the designated areas, particularly the Oracle Data Management Workbench..

·       Engage with Product Development teams to maintain product knowledge

·       Develop Life Science Applications expertise and exposure - presenting at and attending relevant events

·       Lead Business Case, Solution & architecture definition in bid development

·       Successfully create, present and deliver meetings/presentations/seminars and events as required

·       Run seminars and workshops for Partner organisations as required

·       Represent Oracle at marketing events as required

·       Recognise and communicate opportunities to up-sell based on solutions insight

·       Ensure knowledge sharing of competitors activity within the Life Sciences sales team and relevant Oracle Lines of Business

·       Work closely with customers to qualify solution requirements and track benefits

·       Contribute information in response to Requests for Information (RFIs) and Requests for Proposal (RFPs) for Industry Solutions.

·       Further develop and maintain the Oracle Life Science Applications demonstration environment, together with the global presales community.

Core Professional Competencies

·       Communication in English. A second European language (French, German or Danish) would be an advantage)

·       Excellent Presentation Skills

·       Building relationships

·       Self-motivation

·       Working within ‘virtual’ teams, often across geographies and cultures

·       Passionate about using technology to accelerate medical innovation, with focus on R&D for the life sciences.

·       Ability to communicate complex technical concepts in a simple way. Comfortable at communicating with different technical audiences (clinical data managers, statistical programmers, medical coders, medical reviewers, IT) at different levels (system users, line managers, Directors and other executives).

Core Management Competencies

·       Strategic thinking

Core Business Competencies

·       Customer needs analysis

·       Industry mastery – Life Sciences Clinical Development industry

o   3+ years of experience as a data manager, statistical programmer or statistician in clinical trials, in either Pharma, CRO or medical device organization.

o   Thorough understanding of clinical data management and clinical data warehousing. Deep understanding of data flow from subject data collection, through standardization, analysis and reporting, and regulatory submission

o   An understanding of SDTM and other CDISC standards (SEND, CDASH, ADaM).Understanding of the basic components of the submission package for regulatory approval (submission datasets, Define.xml, clinical Study Data Reviewer's Guide).Knowledge of regulations on medical data, both for technology (HIPAA, 21 CRF part 11, GDPR) as well as for the conduct of clinical trials (Good Clinical Practice),

o   Experience with interim analysis and interaction with the Data Safety Monitoring Board, including transfer of data and programs to the unblinded statistician, is an advantage.

Product mastery – The successful candidate will need to demonstrate strong skills in the following areas:

o   The ability to develop SAS programs, macros and format catalogues to create tables, figures and listings.

o   Understanding of SQL , ETL/ELT Tools and Database Administration skills would be an advantage.

o   Understanding of data models, intended as the collection of tables that describes the key features of a database (table definitions, column definitions and formats, code lists, and allowed ranges, table and field constraints such as cardinality, uniqueness, keys, etc).

o   Familiarity with lab data, and related activities (loading lab data from external vendors, checking the file structure, programmatic check on lab ranges). Familiarity with other data sources, such as eCOA, ePRO, medical devices, consumer devices, OMICS data.

o   Experience with one or more commercial Electronic Data Capture system (InForm, RAVE) and/or Clinical Data Management System (OC/RDC, Clintrial).

o   Experience with R and/or python is desirable.

o   Understanding of basic concepts in Machine Learning (linear and logistic regression, Neural Networks, Decision Trees, etc) and ability to provide examples of use cases in clinical trials.

·       Business development

·       Consultative selling

Sales Competencies

·       Sales process acumen

·       Solution demonstration

·       Competitive awareness

·       IT market literacy

·       Objection handling