Sales Manager – Oracle Technology

 

Responsibilities:

• Define strategies and act to generate long term and short-term customer success and business results.
• To exceed quarterly sales targets by selling Oracle On-Premise Database and Database’s related technology into named accounts and/or within an assigned geographical or vertical market.
• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
• Territory identification and research, to formalize a go to market territory strategy and create qualified target account list within 30 days.
• Pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence. Adequate pipeline to ensure over-achievement within the designated territory
• Engage with prospect organizations to position the Oracle solution through value based selling, business case definition, ROI analysis, references and analyst data.
• Manage the end-to-end sales process through engagement of appropriate resources such as Pre Sales Consultants, Business Development Consultants, Oracle Consulting, Executives and Partners etc., and through effective utilization of selling tools such as Engineered selling process (ESPs), Customer 360, etc.
• Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data.
• Accurate monthly forecasting and revenue delivery.

• Continuous improvement in self-research, learning and readiness on the new product offerings
• Working closely with customer success managers ensuring the customers are deriving value from their investments and ensure very high subscription renewal rates
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Skills required

• Minimum of 10 years of relevant experience in selling enterprise software solutions or services.
• Successful history of net direct new business sales, with the ability to prove consistent over achievement against targets.
• Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.

• Solid understanding of the IT industry landscape and market
• Competencies in building value proposition and positioning strong proposals.
• Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations
• Be creative with strong problem solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.
• Proven ability to work well as part of an extended sales team

 

Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.

Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

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. Failure to obtain results would have serious consequences and need expenditure of resources. May have project lead role. Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Demonstrated ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 8+ years relevant sales experience. BS/BA degree or equivalent preferred.