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

You’ll lead and be responsible for the coaching and execution of the Sales Development team at Oracle University.  The Sales Development team is a creative, quick-thinking, and resourceful group of hunters that identify new opportunities to fuel the Oracle University sales 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 through outbound prospecting, decision maker identification, and early stage opportunity qualification. 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. 

• Provide clear leadership and direction to the Sales Development team 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 Sales Development strategy is aligned with business direction and supports 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 SDRs to help them\:
• Develop call strategies and messaging that drive opportunity for new business
• Conduct high-level conversations with senior executives in accounts identified through inbound leads
• Expertly articulate the value of Oracle University’s solutions and overcome objections
• 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 Sales Development Reps by recruiting, interviewing, and evaluating a large pool of candidates for core attributes and values essential for the SDR role
• Identify the materials and training needed to upskill SDR 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 face 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
• 3 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 sales team in a structured, disciplined sales environment – and have fun doing it.
• Previous experience accurately forecasting and reporting on team/territory/account activity 

Provides daily operations management of the inbound/outbound telemarketing call response and lead qualification functions. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages a team of telesales business development representatives for a territory/region. May manage through other managers. Provides daily operations management of inbound and outbound call response and lead qualification functions. Creates product, sales, and business function training programs. Coordinates marketing (direct mail, advertising, etc.) activities with Marketing organization. Participates as a team member in strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and provides hiring recommendations to senior management. Manages budget. Provides support to marketing and sales programs.

Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge preferred. BA/BS preferred. Experience managing staff. Manage and control activities in multi-functional areas of sections. Ensure appropriate operational planning is effectively executed to meet business needs.