When you provide the world’s most complete, open, and integrated business software and hardware systems and work with all 100 of the Fortune 100, you have pretty high standards. That’s why at Oracle, we seek only the top sales talent to join our team. In return, we provide the opportunity for you to showcase your talent as you enjoy the rewards of selling technology that is the envy of the industry. Join us and be part of the best sales force in the business.

If you feel like you’ve hit the ceiling of your current job, join the company whose potential is virtually limitless. Oracle is the global leader in advanced business software, hardware and middleware solutions. In fact, we help drive the success of all 100 companies in the Fortune 100. If you’re a highly ambitious sales professional looking for more from your career, we’d like to help drive your success too.

Oracle has an outstanding track record for delivering technological leadership in the Communications industry. Oracle Communications is revolutionizing the Communications industry by developing SaaS and SaaS-assisted portfolio of products to power the shift for service providers and enterprises to a new digital economy. Oracle is uniquely positioned to deliver this type of service due to:

• Global reach in hyperscale public cloud data centres
• Transformational technologies such as AI/ML, Analytics, Autonomous Database etc
• Expertise and delivery of solutions encompassing IaaS, PaaS, and SaaS

Oracle Communications solutions span the communications industry landscape -- from 3G, 4G, and 5G experience to UCaaS / CcaaS / SD-WAN session delivery and control solutions -- enabling service providers and enterprises to deliver and monetize innovative digital services, build strong customer relationships, and streamline operations.

Our aim is to transform global communications by accelerating digital innovation and migration of communication services to the Cloud. For more information please visit http://www.oracle.com/communications.

 

About the role

The Sales Director – CGBU will report directly to the Head of Sales - JAPAC for the Communications Global Business Unit. S/he will be responsible for defining and running the business unit’s go to market organization, focusing on accelerating the penetration and growth of accounts, exceeding client expectations and providing in region leadership. In this critical sales management role, you will lead a team of sales reps to address the ASEAN Service Provider and Enterprise markets for Oracle Communications and work in close cooperation with your colleagues from other Oracle lines of business. You will be working with Oracle’s large service provider and enterprise clients across ASEAN. This is a senior role requiring leadership, strategy, go-to-market, and sales execution competencies

 

Responsibilities

• Primary responsibility for providing sales and revenue results for Oracle Communications across the ASEAN region
• Assuming overall responsibility for developing the sales strategy and execution in the region, the Sales Director will be responsible to create customer value; and meet and exceed the region’s targets for revenue & customer satisfaction
• Provide leadership for the ASEAN Sales Representatives
• Build and maintain a high-performance sales team around strategic go-to-market to maximize revenues
• Expand awareness and penetration of Oracle Communications’ products in ASEAN, building a sustainable pipeline of opportunities
• Establish a business plan aligned to the customer base across the region that assigns both responsibilities and accountabilities, with clearly defined and measurable goals and strategies
• Work in conjunction with other Oracle lines of business to identify opportunities in the Oracle installed base and/or net new accounts
• Lead the development, presentation and sale of opportunity specific value propositions with your team
• Drive key sales negotiations, customer pricing and contractual agreements within the region
• Develop senior-level customer relationships as required working with marketing and sales
• Responsible for Oracle Communications GBU budget management in ASEAN

 

Requirements

This Sales Director will have experience in large and complex customer relationships, preferably in telecommunications software applications and core technology. Ideally, s/he will be a creator, builder, analyzer, optimizer – someone who instinctively analyzes experiences to determine how to make them better.

• Experience selling to Telco Service Providers in ASEAN for the last 5 years is a must for this role
• Experience in re-building business would be key success factor
• Passion for and ability to have industry specific consultative conversations regarding business challenges and opportunities building trusted advisory relationships with customers
• Deep product and market expertise in 5G/ Packet Core network/ Unified Comms within the communications vertical, including customer needs, competitive landscape, and key trends in the industry
• Proven experience leading end-to-end success of technology solutions across product and other functions including marketing, sales, service, and/or support. Track record of successfully taking a full portfolio of products & services to market
• Client vision and strategy: identify and drive the right opportunities for Oracle to innovate, transform and differentiate. Able to make difficult tradeoff decisions
• People management experience: 7+ years. Proven ability to hire and grow high performers. Ensure excellent execution by team. Ability or experience in operating within a highly distributed workforce / environment
• Excellent communication and cross-functional teamwork skills. Able to handle challenging meetings with internal and external executives, in a highly distributed environment
• Hands on – not just a leader/talker but also wants to roll up her/his sleeves to get the job done
• Demonstrated leadership and people management skills. Strong communication skills, analytical skills, thorough understanding of our technology and industry trends
• Consistently achieved or exceeded sales quota objectives
• Technical aptitude and business acumen

 

Leadership competences

• Entrepreneurial: A highly collaborative leader who can navigate different personalities, work well in teams, and believes that Oracle will make a significant positive impact on the client’s business
• A strong focus on ownership and execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced and at times ambiguous environment, ensuring results and deadlines are achieved
• A strong balance of strategic and tactical skills, with a high level of intellectual, agility and capacity for original thought
• An enthusiastic, high-energy and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization
• Focuses on actions and outcomes; driven to over achieve
• An exceptional communicator who can write, present and effectively adjust messages to meet individual audiences and organizations

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.