The Role - How you’ll make an impact\:

You’ll lead and be responsible for the coaching and execution of the Market Development & Education Sales Associate teams  at Oracle University.  The two teams are a creative, quick-thinking, and resourceful group that identifies new opportunities or closes high-velocity deals to fuel Oracle University’s sales and pipeline. In this role, you’ll make meaningful relationships with Oracle University’s Education Sales teams and leaders, along with current and potential Oracle University customers. Under your leadership, your team will maximize the Education Sales Rep’s selling time and efficiency by bringing to close, high-velocity deals, or through the qualification of Marketing Qualified Leads (MQLs), inbound phone calls, live chat, contact us forms, etc. This position is an integral part of the Sales Team and requires collaborating with Marketing, Regional Sales Leaders, Channel Sales Leaders, Sales Operations, Enablement, and Operations.

Responsibilities\:

·        Provide clear leadership and direction to the Market Development and Sales Associate teams to ensure all members of the organization have clear objectives and priorities

·        Achieve or exceed monthly/quarterly quotas of sales Accepted Pipeline, Sales Accepted Opportunities, and closed business

·        Provide the necessary leadership, support, and guidance to ensure the Market Development and Sales Associate strategies are aligned with the business direction and support the accomplishment of Oracle University’s overall business objectives

·        Coach and mentor direct reports daily and hold the team accountable for meeting sales objectives. Work closely with your assigned MDRs and ESAs to help them\:

o   Develop call strategies and messaging that drive conversion of leads to opportunities for new business

o   Conduct high-level conversations with senior executives in accounts identified through inbound leads

o   Expertly articulate the value of Oracle University’s solutions and overcome objections

o   Evangelize Oracle University’s solution stack leveraging your mastery of digital/social selling techniques

·        Build efficient processes and tool/identification and elimination of process inefficiencies

·        Build and perfect our playbooks that govern our daily and weekly cadence of sales activity informed by approved best practices

·        Utilize performance metrics to make data-driven decisions for the individual, the team, or the business

·        Hire talented Market Development Reps and Education Sales Associates by recruiting, interviewing, and evaluating a large pool of candidates for core attributes and values essential for the MDR and ESA role

·        Identify the materials and training needed to upskill the MDR and ESA team

·        Stay current with industry trends and leadership best practices

 We are looking for someone who\:

·        Proven track record of leadership

·        Passion for coaching and developing individuals to achieve/exceed goals – you have to foster talent

·        CRM experience

·        Eloqua experience a plus

·        Excellent written/verbal communications skills

·        Strong problem-solving skills

·        Ability to work in a fast-paced environment with excellent time management and organizational skills and the ability to prioritize

·        Four-year college degree. Computer Science, business or technical degree, or equivalent experience

·        5 years of proven and relevant sales management experience (people management) in a B2B tech environment selling software solutions or services

·        5 years of proven sales experience as a successful individual contributor (non-management role)

·        Ability to manage a dynamic and diverse sales team in a structured, disciplined sales environment – and have fun doing it.

·        Previous experience accurately forecasting and reporting on team/territory/account activity