Oracle Communications Global Business Unit (CGBU) represents Oracle in the communications industry. We have one of the most comprehensive footprint in the industry in the enterprise and Service provider environment.

The Oracle Communications portfolio consists of the following products:

Session Border Control (SBC)

• SD-WAN
• Communication Solutions for Unified Communications
• Communication Solutions for Contact Centres
• Communications Digital Transformation for the Enterprise
• High Security Communication Solutions
• Signalling: 3G/4G/ 5G core and other NF’s
• Converged Policy

 

The merger of IT and communications is opening up many new opportunities for the CGBU and we are in the process or recruiting to take advantage of this shift.

The Sales Manager (individual contributor) will support the significant investment Oracle has and continues to make in the Communications Market. This position will be accountable for selling our solutions to multiple customers including service providers and large Enterprise customers. We have seen a strong demand for our proven communication solutions and this position is aiming to aggressively go after a large, new addressable market. The Sales Manager will be responsible for selling the Oracle Communications solutions in Singapore and certain ASEAN countries like Philippines, Indonesia and Vietnam.

 

Scope of the role

In the Sales role, you will be the sales lead for an amazing solution portfolio into a new addressable market for Oracle Communications and work in close cooperation with your colleagues from other lines of business.

This is very much a hands-on role and requires a larger degree of passion, customer intimacy and sales focus. You will be part of the ASEAN sales team that also includes a very strong presales team. You will join a vibrant team eager for ongoing success and with a clear objective to continue moving the needle.

 

Responsibilities

• Selling Oracle Communications solutions to Enterprise Customers & to /with Service providers in your region
• Responsible and accountable for achieving allocated quarterly and annual sales quota for license and first year maintenance
• Prospect and increase awareness of Oracle Communications’ products in your region, building a sustainable and growing pipeline of opportunities
• Develop existing Oracle Communications customer relationships in your region and identify expansion opportunities
• Work in conjunction with Oracle CGBU account teams and other Oracle lines of business to identify opportunities in the Oracle installed base and/or net new accounts
• Manage and close Oracle Communications sales opportunities through account and opportunity planning and execution
• Learn and maintain process and functional knowledge and associated business benefits of Oracle Communications products customer references, competitors and industry trends
• Lead the development, presentation and sale of opportunity specific value propositions
• Negotiate pricing, concessions and contractual agreement to close the sale

 

Qualifications and experience required

• Very successful track record of selling communication products in Singapore and ASEAN region including large enterprises and contact centres
• Strong business and technical acumen with a good understanding of the market drivers and company strategies
• Good knowledge of the Telco Service Providers
• Established relationships at various levels throughout customer organisations, with proven influence on completed sales
• Strong ability to build a solid pipeline of opportunities
• Proven ability and track record to individually perform all aspects of a sales cycle from gaining initial interest to closure and beyond
• Demonstrated success in appropriately utilizing company resources to close business

 

Capabilities expected

• Working within a matrix environment and across other Oracle lines of business as part of an overall solution
• Proven ability to meet sales objectives
• Bid shaping and business case justification skills
• Excellent interpersonal, presentation and written communication skills

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.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. 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. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.