Oracle Managed Services Client Director

About Apex IT:

Apex IT is a global consulting firm that provides award-winning services to transform customer, employee, and student experiences. Our Salesforce and Oracle experts understand the transformative power of Salesforce and Oracle platforms in driving business growth and success.

We guide businesses through the entire Salesforce implementation process, from planning and configuration to customization and integration. We provide end-to-end consulting, implementation, and migration services for Oracle Cloud applications. Whether it's Oracle CX, HCM, ERP, SCM, or EPM, our experts help businesses leverage the power of the cloud to enhance agility, scalability, and cost-efficiency.

In addition to consulting, our digital marketing agency, Apex Theorem, focuses on driving digital transformation. Our Marketing Acceleration Advisors create proprietary, results-driven solutions that increase lead conversion, enhance customer engagement, and drive revenue growth.

With our headquarters in the US and a strong business unit in India, we are excited to begin expanding into Colombia. This expansion will allow us to leverage Colombia's growing tech talent pool, strengthening our capabilities and positioning us for an even greater impact.

Job Title: Oracle Managed Services Client Director

Classification: Exempt under the Fair Labor Standards Act (FLSA)

Reports to: Senior Vice President of Delivery

Work Location/Travel: Work is remote or on-site at client location. Percentage of travel to client sites, where the travel occurs, such as locally or in specific countries or states, and whether the travel is overnight, varies.

Job Summary:

The Oracle Managed Services Client Director is responsible for building and growing Apex IT’s Oracle Managed Services business through new sales, account expansion, and recurring revenue growth.

This highly sales-oriented role will develop the Managed Services go-to-market strategy, identify and pursue new opportunities, build executive client relationships, and help develop scalable service offerings and practice capabilities. The role partners closely with Sales, Solution Architecture, and Delivery to develop, sell, and successfully transition Managed Services engagements.

The ideal candidate has experience building or scaling a managed services organization, selling recurring professional services, developing service offerings, and working with enterprise Oracle Cloud clients. This role is similar to a Client Director but places greater emphasis on new business development, recurring revenue, account growth, and sales execution.

Duties/Responsibilities:

Managed Services Business Development & Sales

• Own the sales strategy and revenue growth for Oracle Managed Services.
• Develop and execute a pipeline of new managed services opportunities across existing and prospective Apex IT clients.
• Identify opportunities to transition Oracle implementation clients into recurring managed services relationships.
• Develop new business through prospecting, executive networking, Oracle relationships, partners, referrals, and existing account expansion.
• Build and maintain a qualified sales pipeline sufficient to achieve assigned revenue and sales targets.
• Lead the full managed services sales cycle from opportunity identification through qualification, solution development, proposal, negotiation, and close.
• Develop compelling business cases demonstrating the value of outsourcing Oracle application support, optimization, administration, enhancements, and continuous improvement to Apex IT.
• Identify cross-sell and upsell opportunities across Oracle HCM, ERP, SCM, CX, EPM, integrations, reporting, security, and related services.
• Develop recurring revenue opportunities while maintaining appropriate margins and commercial discipline.
• Establish executive relationships with current and prospective clients and position Apex IT as a long-term strategic partner.

Managed Services Practice Architecture

• Help design and build Apex IT's Oracle Managed Services organization and operating model.
• Define the Managed Services service portfolio, including support, application management, enhancements, optimization, advisory services, release management, integrations, reporting, and other recurring services.
• Develop repeatable service packages, pricing models, service tiers, scope definitions, and delivery models.
• Partner with delivery leadership to establish scalable processes for onboarding, governance, escalation management, resource management, and ongoing client success.
• Help determine the appropriate blend of US, India, Colombia, and other global resources required to deliver competitive and scalable managed services.
• Identify required skills, certifications, staffing models, and recruiting priorities needed to support growth.
• Establish and continuously improve the Managed Services value proposition and go-to-market messaging.
• Work with leadership to identify new Oracle products, services, and capabilities that can be incorporated into the managed services portfolio.

Client & Account Leadership

• Serve as an executive point of contact for strategic Managed Services clients.
• Build trusted relationships with client executives and key business and IT stakeholders.
• Conduct executive business reviews and regularly assess client needs, satisfaction, service performance, and future opportunities.
• Proactively identify opportunities to expand the relationship rather than relying solely on inbound client requests.
• Understand each client's Oracle environment, business priorities, support model, pain points, and future roadmap.
• Develop account growth strategies for strategic Managed Services clients.
• Identify opportunities for additional consulting, optimization, implementation, and advisory services.
• Maintain strong client relationships while protecting Apex IT's commercial interests and delivery economics.

Sales & Solution Development

• Partner with Apex IT Sales, Solution Architects, Practice Leaders, and Delivery leadership to develop managed services proposals and solutions.
• Lead discovery sessions and executive presentations with prospective clients.
• Translate client requirements into commercially viable Managed Services solutions.
• Participate in RFPs, RFIs, SOW development, proposals, pricing discussions, and contract negotiations.
• Review proposed scope, pricing, staffing models, assumptions, risks, and commercial terms.
• Ensure proposed solutions align with Apex IT's delivery capabilities, margin expectations, and strategic priorities.
• Coordinate Sales-to-Delivery transition and ensure client expectations are clearly established before service commencement.
• Maintain accountability for the commercial relationship after the sale and throughout the client lifecycle.

Oracle & Partner Ecosystem

• Develop and maintain strong relationships with Oracle sales, alliances, and partner organizations.
• Collaborate with Oracle account teams to identify opportunities where Apex IT Managed Services can support Oracle Cloud customers.
• Position Apex IT's Managed Services capabilities within the Oracle ecosystem.
• Participate in Oracle events, conferences, partner activities, and industry networking opportunities.
• Monitor Oracle product and market developments and translate them into potential Managed Services offerings and revenue opportunities.

Organizational Leadership

• Partner with executive leadership to establish the strategic direction and growth objectives for Managed Services.
• Provide regular reporting on pipeline, bookings, revenue, recurring revenue, account growth, forecast, and sales performance.
• Work closely with Recruiting and Resource Management to anticipate future skill requirements based on the sales pipeline.
• Participate in interviewing and selection of key Managed Services personnel.
• Help establish career paths, competency requirements, and organizational structure for the growing Managed Services practice.
• Mentor and develop client-facing sales and account management resources as the organization grows.
• Participate in internal planning, forecasting, and strategic initiatives.

Competency:

• Consultative selling and business development
• Managed Services growth and account expansion
• Executive relationship management and presence
• Oracle Cloud and technology expertise
• Practice and service offering development
• Strategic, commercial, and financial acumen
• Pipeline development, negotiation, and sales execution
• Cross-functional leadership and communication

Supervisory Responsibilities:

• May assist with training members of the technical staff.
• May conduct interviews.
• Assigns duties and responsibilities and oversees workflow of project staff.
• May conduct project performance evaluations that are timely and constructive.

Work Environment:

The work environment is remote or on-site at a client location. While remote, employees are expected to provide an office space for themselves with a professional background (including virtual backgrounds) and noise level.

Physical Requirements:

• Prolonged periods sitting or standing at a desk and working on a computer.
• Bending, sitting, lifting, driving.

Position Type and expected hours of work:

Required Education and Experience:

• 10+ years of experience in technology consulting, professional services, managed services, or enterprise technology.
• Demonstrated experience building, launching, or scaling a Managed Services organization or practice.
• Proven success selling technology consulting, application management, managed services, or recurring professional services.
• Demonstrated track record of meeting or exceeding sales and revenue objectives.
• Experience developing and closing complex enterprise consulting engagements.
• Experience working with C-level and senior executive stakeholders.
• Strong understanding of recurring revenue and managed services business models.
• Experience developing service offerings, pricing models, staffing models, and go-to-market strategies.
• Strong understanding of professional services economics, including revenue, utilization, staffing, pricing, and margin.
• Experience with Oracle Cloud applications strongly preferred.
• Experience with Oracle HCM, ERP, SCM, CX, EPM, or related Oracle technologies preferred.
• Experience working directly with Oracle or within the Oracle partner ecosystem preferred.
• Bachelor's degree or equivalent professional experience.

Other Duties:

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required. Duties, responsibilities, and activities may change, or new ones may be assigned at any time, with or without notice.