Oracle Customer Reference Engagement Manager in Tokyo, Japan

Customer Reference Engagement Manager

Preferred Qualifications

Customer Reference Engagement Manager

The Customer Reference Team is

part of the Global Customer Programs (GCP) organization at Oracle.

The Global Customer Programs organization has the overall charter:

  • To understand our customers’

requirements for business success and help manage customer coordination across


  • To understand sales and marketing

needs related to customer referencing and deliver a programmatic and proactive

approach to meeting those needs, via self service tools where possible to meet

demand and one-off resolution where needed.

  • To help understand barriers to success

& facilitate resolution of issues within Oracle

  • To amplify the voice of the customer

within Oracle

  • To provide on-going feedback to support

changes to business processes & business practice within Oracle

Primary responsibility for theposition:

Manage referencing and customer

marketing for 90 assigned customers in Japan.

These customers are top Oracle customers based on revenue and strategic

brand importance. Work with the Oracle account teams to drive a reference rich

relationship. Gain in-depth understanding of each customer’s business

challenges and opportunities as it relates to the Industry and Oracle and to

also gain an understanding of key customer personnel, to map the customer’s

overall business objectives with Oracle’s.

Drive customer marketing and referencing at high levels (CEO, CIO, CFO,

CTO, CHRO, CMO, CSO etc.) within the customer organization across the entire

footprint (Cloud SaaS Applications to PaaS/IaaS Technology Solutions to Systems

and Services).

The ideal candidate for thisposition will excel in the following areas:

  • Demonstrated experience incustomer referencing and customer marketing, preferably with an enterprisesoftware company.

  • Demonstrated ability to work ina team and matrix environment to establish strong working relationshipsacross a variety of lines-of-business within Oracle - especially sales.

  • Demonstrated ability toestablish strong working relationships with senior executives in largestrategic customer accounts.

  • Demonstrated organizationalskills and ability to work on multiple high-priority projects at once,while continually assessing what is “important” vs. what is “urgent”

Responsibilities& Functions

  • Understand key sales andmarketing priorities for Oracle and map customers into the most strategicreferencing and marketing activities. Must be able to look at the customerfrom a 360 degree view and prioritizing key activities based on Oracle’sstrategic vision.

  • Alignmentand integration with key sales teams to understand customers and engagefor marketing and referencing opportunities.

  • Securecustomers to support critical campaigns, product launches, press, events,sales, videos, and other marketing initiatives.

  • Collaboratewith Regional Reference Teams and Customer Reference Center to integratecustomers into key initiatives.

  • Collaboratewith Country Sales, Field Marketing/PR for Execution

  • Align with Global CustomerProgram teams and lines-of-business to identify key opportunities andprograms for customers.

  • Gain knowledge of Oraclesolutions & products from Cloud SaaS Applications to Cloud PaaSTechnology Solutions to Systems and Services. In-depth knowledge of topOracle customers in areas such as overall footprint, tone of relationship,accessibility, competitive landscape and product release schedule toeffectively communicate customer reference use of Oracle products andsolutions.

  • Developstrong understanding of specific management by objective (MBO) goals andcompletion of goals for review every six weeks and record all completedactivities in the Reference System. Maintain tracking documents andparticipate in metrics reporting for the team.


  • Good knowledge andunderstanding on the markets of Japan, with experience and skills tocommunicate with the customers of above market as well

  • Ability to work with Executivesas well as general sales force

  • Extraordinary organizationskills and the ability to multi task and continuously assess importanceversus urgencies

  • Ability to manage virtual teamsthrough influence

  • Work well under pressure

  • Strong interpersonal skills

  • Excellent written and verbalcommunication

  • Demonstrated product/projectmanagement experience. Able to manage an initiative or project frombeginning to end. Strong facilitation skills.

  • Able to follow direction andprocess while bringing innovative ideas for improvement

  • Strong analytic skills

  • Creative, energetic, andenthusiastic

  • Team player

  • Knowledge in Social &Digital Marketing

  • Preferred Qualifications: 5years technology/industry experience and BA/BS/MBA in Marketing,Communications, Technology or other relevant focus

Additional Details & Skills

  • Travel – roughly 10-25%

  • Location in Tokyo

  • Business experience/backgroundand detailed understanding of business drivers, issues, and benefitsassociated with enterprise IT investments

  • Experience in technologymarketing, public relations and analyst relations

Detailed Description and Job Requirements

Responsible for driving the customer marketing strategy by defining, building and executing programs that deliver a steady stream of well-targeted customer reference assets and activities to support awareness, demand generation, and sales as well as connecting them with the right advisory initiatives and inviting and connecting them with the appropriate peer groups.

Define and build programs, and execute a detailed plan that delivers a steady stream of customer success stories and references to support awareness, demand generation and sales cycles. Advocate on behalf of Oracle customers by connecting and enrolling them in appropriate advocate program elements and take a team-based approach to keeping customers engaged with Oracle. The success of this role means higher customer satisfaction, retention and expansion of Oracle business. Manage relationship with customer stakeholders to ensure they are leveraging our solution to achieve maximum business value. Acquire a deep knowledge of our customer base, existing customer story content, mine and use that content to increase its effectiveness, and manage that content to increase usability and visibility. Understand and support the needs of internal and external stakeholders, and communicate their needs. Connect them with the right advisory initiatives and invite and connect them with the appropriate peer groups. Match sales reference requests to appropriate references in a consultative model. Manage relationship with accounts to speak to press and analysts, take sales reference calls, and participate in marketing activities (case studies, awards, videos, reference forums, speaking opportunities)

Job duties are varied and complex utilizing independent judgment. May have project lead role. 5 years related experience. Moderate technical and strategic understanding of Technology, Applications, and Industry solutions being marketed. Sales and Marketing experience in the IT industry. E-business Internet practical know-how. Experience with communities a plus.

Job: Marketing

Location: JP-JP,Japan-Tokyo

Job Type: Regular Employee Hire

Organization: Oracle