I N N O V A T E. M O T I V A T E. D O M I N A T E Roles & Responsibilities 1.Responsible for the achievement of product sales targets in Asia Pacific, achieved through the effective orchestration of the following functions: 2.Leverage resources across the region to optimize staff utilization, ensuring sales support of Industry Go To Market Strategies 3.APAC input to Product Strategy that is relevant to Key Industry trends in geographies 4.Drive skill development in the areas of: Product Solutioning Expertise within Industry Context Competitive knowledge Business Domain thought leadership Sales Techniques Industry Knowledge 5.Provide appropriate support for Key partners. 6.Ensure PRP is effective and efficient 7.Engage with C Level for strategic customers and targeted prospects, to progress sales/protect revenue 8.Provide thought leadership both within Oracle and to the Market and Analyst Community APAC Senior Director 1.Regional planning and execution of sales support for product positioning and solution selling. 2.Planning & execution of Sales Training inline with GTMi. 3.Sales Consulting skills management, development and mentoring. 4.Strategic post sales support 5.Monitor and execution of PRP 6.Support Partner enablement and ongoing partner opportunities 7.Product feedback mgmt (Success, Gaps, Localizations, Competitive Updates) Regional SC Manager/Director

I N N O V A T E. M O T I V A T E. D O M I N A T E Roles & Responsibilities 1.As per SC, though with the additional responsibilities when assigned as the lead for an opportunity. 2.Deep Business Process Skills 3.Domain and / or Industry Skills 4.Key Deal Support / Leadership 5.Solution qualification 6.Lead & conduct discovery sessions & solution workshops 7.Lead and develop proactive "Discovery Maps" and the "Solutions Maps" for the customers 8.Lead and provide guidance to SCs in "POCs" 9.Lead in architecting the complete solutions 10.Lead in business case justification 11.Assist Account Reps in forging / building close relationship with key stake holders 12.Present Industry Credentials / Product Solution 13.Possess Sales skills with an ability to ‘Grow the Deal’ Lead Solution Consultant 1.Product solutioning expertise within Industry 2.Deal qualification (product solution) 3.RFP/Tender response 4.Discovery & Customer Needs Analysis 5.Product to Solution Mapping 6.Enabling and delivering solution demo (POCs) 7.Articulating customer relevant ORCL value proposition, supported with customer case studies / Refs/Business Benefits/demo 8.Competitive positioning & objection Handling Solution Consultant 1.Build and lead a virtual community of Sales Consultants specialising in the Industry with the aim of increasing industry knowledge 2.Monitor and drive improvement to the quality and relevance of Industry context and tailoring of solutioning, presentations, proposals and general engagement with customers 3.Be the POC for matters relating to Industry specific requirements, including product enhancements, solutioning, ADS and events. 4.Industry content for training and sales support material & coach/mentor in the field. 5.Collaboration with SC Directors, Product mgt/Strategy team and IBU. APAC SC Industry Leader

I N N O V A T E. M O T I V A T E. D O M I N A T E Roles & Responsibilities 1.Lead a High calibre senior sales consultant with excellent presentation and communications with in-depth knowledge in suite of solutions, in-order to help achieve Asia Pacific’s applications revenue targets. 2.Drive excellence within the Sales Consulting areas of product solutioning 3.Drive excellence into the sales consulting process by providing strategies, guidance and mentoring throughout the presales cycle. 4.Building and maintaining effective relationships with all relevant customers throughout the sales lifecycle 5.Actively manage and lead top 5 key deal opportunities across Asia Pacific Division APAC Applications Centre of Excellence (ACE) – Snr Director 1.Specialisation in At least one Domain/Product Discipline. I.e. HCM, SCM, FMS, JDE and or Analytics. 2.Strong Industry Domain expertise/experience 3.Apps Key Deal Support / Leadership 4.Lead & conduct discovery & solution workshops in key deals Lead and develop proactive "Discovery Maps" and "Solutions Maps" 5."Project Manage" key deals Pre-Sales Demo and provide guidance to SCs in POCs/Scripted Demos 6.Lead in business case justification 7.Lead and ensure that APAC ADS demo environment provides Industry flows critical to APAC ACE SC

I N N O V A T E. M O T I V A T E. D O M I N A T E Roles & Responsibilities 1.Source/Develop / execute product training leveraging e.g. GSS, OU, ACE 2.Product Community Development (Knowledge Base) 3.New product & point release updates 4.Monitoring and supporting Controlled Availability process compliance 5.Ensuring Product release readiness 6.Consolidate and Prioritize through field engagement APAC Product Enhancements to support Industry GTM ’ s 7.Communicate and contribute to Future Product Development, Roadmaps 8.Support successful new product Implementations 9.Monitor, update and communicate to field, Customer References. Actively engage with field to convert customers to reference. APAC Prod. Mgt & Strategy - Director 1.Executes roles and responsibilities of Prod Mgt and Strategy with focus on a specific LOB, I.e. support of HCM, FMS, SCM or JDE. 2.Works closely with SC Management and an active member of the LOB community. APAC Prod. Mgt & Strategy - Manager 1.Educate key Applications customers/partners on Oracle’s strategy for Fusion Applications 2.Assist in development of Fusion Applications messaging & positioning 3.Advise customers on the roadmap required for them to migrate to Fusion Applications 4.Help partners to define the services needed to assist customers on the path to Fusion Applications 5.Educate Press and Analysts on Oracle’s strategy for Applications & in particular Fusion Applications 6.Conduct training sessions for internal staff and partners on Fusion Applications messaging and positioning 7.Act as the core for the APAC Fusion Champions team APAC Fusion Apps Strategy Snr. Dr. 1.Executes roles and responsibilities as defined above. APAC Fusion Champions

I N N O V A T E. M O T I V A T E. D O M I N A T E Roles & Responsibilities 1.Manages three teams that support the field. 2.Master Data Management team focused on data consolidation, which will include CDH, UCM as well as the foundation for other hubs such as HTB & PDH. 3.Apps Tech team, which will be focused by region to support the respective sales teams. 4.Apps iTech team, an offshore capability which will include an RFP response center combined with iTech resources to assist with demo build, customization and integration (BPEL). The offshore capability will be established both in IN & GC. APAC Snr Director Applications Architecture & iTech