Role and responsibilities

• Experienced Senior Sales executive, with track record of successful complex sales deals, recognized for exceeding customer expectations, strategic thinking and growth acceleration
• Lead and execute an Apps multiyear strategic account plan in collaboration with Pillar ASR’s, Client Engagement leader (CEL) and Sales support functions to maximise Oracle’s revenue growth
• Establish strong, trust based,  C-level customer relationships to position Oracle’s SaaS portfolio around the customers digital transformation
• Responsible to grow the Applications Cloud base across all pillars in the Applications Major Accounts territory
• Coordinate and collaborate with the Pillar ASR’s assigned to the account and the CEL across the entire sales lifecycle in line with the Account stategy and plan
• Act as the lead negotiator for largest, most strategic and x-Pillar deals. Act as X-LOB Deals orchestator
• Execute Oracle Applications strategy throughout our Applications Major Accounts – delivery of N&E ARR and Renewals, working in full alignment with Pillar ASRs and CELs to:
  • Develop deep customer and industry knowledge to effectively influence clients through credible and relevant messaging positioning of Oracle as strategic partner (inc. use of relevant customer stories)
  • Ensure proper pipeline coverage ; get the most return from demand generation campaigns, progression, conversion and participation rates. Identify, understand and flex the optimal components of pipeline growth with relentless focus. 
  • Ensure and increase upselling opportunities and renewable business in existing customers.
• Develop long-term sustainable relations with key customers and partners stakeholders
  • Ensure customers get holistic and superior value from Oracle such they accelerate their investments
  • Prepare and attend with CSMs and CEL’s the business review and value assessment meetings with Applications Major Accounts executives
  • Act as a point of escalation for issues between Oracle and existing customers and partners/implementer.
  • Ensure a proper Onboarding and Implementation Partner for new projects with the right follow up to maximize customer outcomes and to pave the way for future expansion.
• Collaborate with the supporting functions and eco-system, especially Pillars, Industry, Client Engagement, Mktg, Alliances and CSMs towards driving customer success

Profile

• Performance drive and execution
• Comfortable working with & influencing C-Level 
• Strategy and transformation oriented
• Track record of driving successful complex sales - evidence will be requested
• Ability to analyze potential customer requirements and position Oracle Application Solutions
• Strong collaborator
• Confidently communicates across multiple organizational levels 
• Energy and positivity
• Integrity
• Gravitas

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 business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

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 sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. 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).