Role: Sales / Business Development

Location: Mumbai/Bengaluru/New Delhi

Job Type: Regular Employee Hire

Title: Senior Sales/Accounts Manager – Strategic Accounts

 Job Description –

Interested in being part of a leading technology organization’s Cloud Journey? Oracle Cloud University is looking for dynamic & high energy executives to manage its strategic accounts & business development.

• Sales strategies - Develops effective and specific business development & account plans for strategic accounts to achieve revenue target, delivery, and business growth. Develop new customers and drive revenue objectives and build a sustained relationship.
• Trusted consultant - Constant connect with all relevant stakeholders to position & pitch Oracle University - Cloud's offerings and solutions. Regular articulation of Oracle University - Cloud's value proposition. Establishes strong relationships based on knowledge of customer requirements and commitment to value-add. Consistent engagement to monitor progress and realization from Customer' investment with OU-Cloud.
• Customer Insights - Actively understand each customer's Oracle technology footprint, strategic growth plans, technology strategy landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Business Planning - Develop and deliver comprehensive business plans to address customer and prospects priorities on Oracle education & courses. Manage product mix to suit the organization's long-term view.
• Work closely with the Operations/delivery team and ensure delivery of the programs on time and effectively

 

Demand Generation, Pipeline and Opportunity Management:-

•  Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.
• Pipeline partnerships - Leverage support organizations including Marketing, License & Consulting sales, Partners to funnel pipeline into the assigned territory.
• Leverage Oracle University - Cloud's Solutions - Be proficient in and bring all Oracle University - Cloud's offers to bear on sales pursuits that covers all Oracle solutions.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all Oracle University - Cloud's promotions and events in the territory.

 Sales Excellence:-

•  Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Leverage Oracle and Oracle University - Cloud's advantage.
• Utilize best practice sales models.
• Understand Oracle University - Cloud's competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

 Qualification/Experience:-

•  Postgraduate or Graduate in IT, Marketing / Business Management.
• 10+ years of experience in sales of complex enterprise solutions in IT/Office automation/Solution sales
• Demonstrated success with key/strategic accounts, large deals, and lengthy sales cycles in a fast-paced, consultative, and competitive market.
• Excellent presentation and communication skills.
• Postgraduate or Graduate in IT, Marketing / Business Management.

Sells Oracle's training services directly or via partners to a large number of named accounts/non-named accounts/geographical territory. Deals are not usually complex.

Sell Oracle education 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 Education sales offering. Participate in the development, presentation and sales of an Education value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key sales influencers.

Job duties are varied and need independent judgment. At least 5 years field sales experience with focus on larger accounts including Education or related sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Preferred Qualifications: Bachelor degree or equivalent.