Description

What You’ll Do

• Work a prime assigned territory that includes a wide range of ISVs
• Build, Develop and maintain relationships with select ISVs, to align their application (s) to Oracle tech and On Prem licence plays.
• Establish trusting relationships with key C-level stakeholders
• Create, drive and own account plans for the selected ISV in collaboration with field and or other teams.
• Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
• Work closely with Oracle LOBs & function units to understand industry trends to position ISV's certified solutions.
• Build, Sell and Execute the sale of Oracle On Prem licence products to ISVs including negotiating price, other concessions and terms and conditions of the sale.
• Participates in tracking and forecasting pipeline to meet their territories sales target.
• Be very-well versed in technical pitches and differentiators of Oracle Technology products

Required Skills/Experience

What You’ll Bring

Demonstrated track record developing and managing Global Partnerships and driving Partner account On Prem licence sales activity. Prefer strong analytical, On Prem licence sales and marketing skills. Prefer 5 years of related experience. Secondary education in IT or a related field preferred.• Demonstrable track record of relevant achievement working at high level consultative sales within a matrix reporting structure, preferably in an embedded software business environment – Industry convergence. Clear understanding of the business and software opportunity presented by technology for major multinational enterprises.

• Must have carried a direct sales quota and demonstrate on-target or better achivement
• Strong sales engagement experience in major opportunities
• Well established business and general management disciplines
• Effecfive negotiator with excellent communication and presentation skills
• Particioate & lead the tracking and forecasting of their territory pipeline to meet their territories sales target.

We also look for:

• Experienced, self-motivated, enthusiastic sales professionalalism
• Excellent business development, planning and execution skills
• Entrepreneurial creativity and flair with regards to joint working engagements
• Joint Demand Creation experience to create End User Go To Market programs for the ISV Application
• Ability to learn and add incremental value to an ISVs specific Business Model and USP

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).