Applications Field Engagement and Programs Lead - Fusion Solutions Sales

Job Description

Lead field engagement and go-to-market program execution for Oracle Fusion Applications across HCM, CX, SCM, and EPM. Partner with Sales, Ecosystem Leadership, Product Marketing, and Operations to design, launch, and scale high-impact sales plays, enablement, and campaigns that accelerate pipeline, increase win rates and deal size, and deliver measurable outcomes for the business.

Description

We are seeking an experienced, execution-focused leader to drive sales-aligned programs and field engagement for Oracle Fusion Applications. In this role, you will analyze the business to identify efficiencies, gaps, and growth opportunities; architect and operationalize sales plays with Product Marketing; orchestrate cross-functional alignment; and enable the field with compelling content, tools, and narratives. You will serve as a trusted partner to sales leaders and executives, connecting strategy to execution, and ensuring programs translate into pipeline and revenue across back-office and front-office Fusion solution areas (HCM, CX, SCM, EPM).

Responsibilities

• Strategy, planning, and business analysis

• Analyze sales performance, funnel health, segment needs, and operational gaps; translate insights into prioritized GTM programs and enablement plans.

• Build market- and product-line strategies that align to growth priorities by segment, industry, and territory.

• Program design and sales play execution

• Create and curate sales plays with Product Marketing (net-new and existing) tailored to HCM, CX, SCM, and EPM motions; define ICPs, value propositions, competitive angles, talk tracks, assets, enablement, and success metrics.

• Launch and manage programs end-to-end: pilot, iterate, scale, and govern execution through close plans and inspection mechanisms.

• Field engagement and alignment

• Partner with Sales and Sales Leadership to drive adoption and accountability via QBRs, pipeline inspections, and field feedback loops.

• Coordinate across Ecosystem Leadership, GBUs, Product, Marketing, Operations, and Alliances to ensure cohesive execution in the field.

• Enablement and communications

• Lead enablement functions focused on tools, trends, and concepts tied to quarterly themes; deliver role-based training and office hours.

• Own biweekly newsletters highlighting wins, best practices, ecosystem updates, and "what good looks like," with guidance on replication in-region.

• Produce customer win stories, case studies, and talk tracks that elevate Fusion differentiation and accelerate deals.

• Demand generation and pipeline acceleration

• Partner with Marketing, BDR/SDR, and Alliances on integrated campaigns and events mapped to sales plays; ensure follow-through and conversion.

• Drive deal orchestration and account planning cadences to increase deal size, multi-pillar attach, and velocity.

• Executive and stakeholder management

• Align with senior leadership to prioritize initiatives, secure sponsorship, and report progress against KPIs.

• Serve as a credible spokesperson in executive briefings, QBRs, and cross-functional forums.

Required Skills and Experience

• 7+ years in GTM program leadership, field enablement, or sales strategy roles; prior enterprise software sales or sales-adjacent experience preferred.

• Direct experience with Oracle Fusion Applications across back-office and front-office (HCM, CX, SCM, EPM); strong product and market knowledge is required.

• Proven track record designing and executing GTM strategies and sales plays that drive measurable pipeline, ACV, win rate, and attach growth.

• Demonstrated success orchestrating cross-functional teams (Sales, Product, Marketing, Operations, GBUs, Alliances) from concept to field adoption.

• Strong stakeholder management and leadership alignment skills; ability to influence without authority and establish trusted partnerships with sales leaders and executives.

• Exceptional communication and presentation skills; adept at storytelling, building executive-ready content, and leading enablement.

• Analytical rigor with proficiency in pipeline analytics, forecasting, KPI definition, and program performance measurement.

• High ownership, bias for action, and operational discipline; comfortable running multiple programs concurrently in a fast-paced environment.

• Bachelor's degree in business, marketing, or related field; MBA a plus.

Key Performance Indicators (KPIs)

• Sales play adoption and influenced pipeline creation (3-4x coverage) by segment/region.

• Improvement in win rate, deal velocity, and average deal size; multi-pillar attach growth across HCM, CX, SCM, EPM.

• Execution cadence and output quality: biweekly newsletters, win stories, case studies, enablement sessions, and field toolkits delivered on schedule.

• Field engagement health: QBR participation, account planning alignment, and seller satisfaction/CSAT with programs and enablement.

• Program ROI: conversion rates from campaigns to qualified pipeline and closed-won.

What You Will Deliver in the First 6 Months

• Diagnostic of sales gaps and opportunity areas; prioritized GTM roadmap with executive alignment.

• A standardized sales play framework and 2-3 launched plays per pillar (HCM, CX, SCM, EPM), including assets, enablement, and inspection model.

• Biweekly newsletter and win-story engine with repeatable intake, editorial, and distribution.

• A quarterly enablement theme with role-based training and toolkits for AEs, SCs, BDRs, and partners.

• QBR-aligned field engagement model and dashboard for KPI tracking and executive reporting.

Why Oracle

At Oracle, you'll join a fast-paced, collaborative team committed to customer success and continuous learning. You'll have the autonomy and support to design programs that scale, the executive access to drive alignment, and the platform to make a measurable impact on the business.

Apply Now - Create the future with us.

Responsibilities

Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $97,500 to $199,500 per annum. May be eligible for bonus and equity.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

Medical, dental, and vision insurance, including expert medical opinion

Short term disability and long term disability

Life insurance and AD&D

Supplemental life insurance (Employee/Spouse/Child)

Health care and dependent care Flexible Spending Accounts

Pre-tax commuter and parking benefits

401(k) Savings and Investment Plan with company match

Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

11 paid holidays

Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

Paid parental leave

Adoption assistance

Employee Stock Purchase Plan

Financial planning and group legal

Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Career Level - IC4

About Us

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