The way organisations buy has fundamentally changed. Buying groups are larger, more distributed, and involve multiple stakeholders across both business and technical functions. As a result, traditional lead generation approaches focused on volume and activity are delivering diminishing returns. Pipeline quality - not quantity - is now the primary constraint to growth. The Business Generation Specialist role has been designed in response to this shift. It moves away from a traditional SDR model towards a more commercially focused approach to early-stage engagement. In this role, you will focus on understanding customer context, identifying relevant opportunities, and ensuring pipeline is aligned to real business needs. In practice, this means focusing less on activity and more on creating opportunities that are relevant, well-qualified, and capable of progressing. As a BGS, you will engage potential customers, understand their context, and help create pipeline with a clear path to revenue. You will work closely with Sales and Marketing to ensure opportunities are aligned to real business needs. This role builds a strong foundation in stakeholder engagement, discovery, and commercial thinking, with a clear pathway into broader sales roles.

Key Responsibilities

• Generate ICP-aligned pipeline through targeted account engagement
• Analyse customer needs, business context, and priorities to identify opportunities
• Conduct structured discovery and qualification conversations
• Execute multi-channel outreach strategies tailored to accounts
• Engage multiple stakeholders across functions
• Maintain a strong understanding of Oracle solutions and value propositions
• Maintain accurate pipeline data within Oracle systems and tools
• Collaborate closely with Sales and Marketing to align pipeline
• Prioritise accounts and activities to maximise effectiveness
• Deliver against defined pipeline creation, quality, and conversion targets

Core Competencies

• Commercial awareness
• Stakeholder engagement
• Communication
• Execution discipline
• Collaboration

Qualifications & Experience

• Relevant Sales/Business Development experience
• Strong communication skills
• Ability to work in a fast-paced environment

Success Profile

• Delivers qualified pipeline
• Builds capability
• Shows commercial awareness

Responsibilities

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product's sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Qualifications

Career Level - IC2

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