Sales Manager, Independent Software Vendor (ISV)
OracleSg-singaporeUpdate time: February 7,2022
Job Description
The role of the Enterprise ISV Cloud & License Sales Rep is to build, negotiate, sell and deliver the ISV/OEM Embedded business plan for the ASEAN territory. The Sales Rep mission is to maximize Oracle’s cloud & license revenue, profit whilst achieving a sales targets by managing Oracle’s relationship with Key Partners/customers in the region; bringing together all Oracle resources to create solutions which will be taken to market by the enterprise ISVs.
1.Build, Develop and maintain relationships with select ISVs, to align their application (s) to Oracle tech and cloud plays. (IaaS< PaaS & SaaS
2. Create, drive and own account plans for the selected top ISV in collaboration with field and or other teams.
3. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
4. Work closely with Oracle LOBs & function units to understand industry trends to position enterprise ISV's certified solutions.
5. Build, Sell and Execute the sale of Oracle cloud products to customers including negotiating price, other concessions and terms and conditions to close the sale.
6. Participates in tracking and forecasting pipeline to meet their territories sales target.
Demonstrated track record developing and managing Global Partnerships and driving Partner account cloud sales activity. Prefer strong analytical, cloud 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. Prefer 8 years of related work experiences
• Strong sales engagement experience in major opportunities
• Well established business and general management disciplines
• Effective negotiator with excellent communication and presentation skills
•Participates & lead the tracking and forecasting of their territory pipeline to meet their territories sales target.
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.
Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner.12 years applicable experience including 9 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.
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