Purpose and Objectives

Russia Applications Business Unit leader bears primary responsibility for providing sales and revenue growth across Russia and market leadership to the Oracle ecosystem;
Assuming overall responsibility in this key leadership role for developing and directing go-to-market model, sales strategy and execution, Russia Apps Leader will be responsible to create customer value and meet and exceed targets for revenue & customer satisfaction.

• Meet and exceed the annual and quarterly Application License revenue targets
• Ensure that pipeline quality, forecasting accuracy and all other related Sales KPIs are kept to the highest possible level
• Monitor the progress of key deals and participate in customer and partner meetings as appropriate
• Actively contributes to the development of Oracle On Oracle large deals
• Develop, maintain the future business pipeline that underwrites targets
• Manages Applications Sales Representatives, providing direction, leadership and motivation
• Develops the team seniority and maturity across the region
• Effectively communicate vision and a common set of shared values and principles.
• Is a full member of Strategic management board
• Works and leads the business strategies in collaboration with other departments.
• Establish a business plan aligned to the customer base across the region that assigns both responsibilities and accountabilities, with goals and strategies clearly defined and measurable.
• Ensure that the goals and strategies of the sales and growth business plan are met and exceeded.
• Effectively communicate the region strategy and plans and increase mind share within the partner community, with press and industry analysts and throughout the marketplace in general.
• Maintains an understanding of the designated market in order to identify and prioritize the key opportunities in that market
• Develop and maintain relationships with specialized Industry Partners
• Act as an ambassador for Oracle within the region for Oracle and customers
• Ensuring all contractual agreements between Oracle and the Customer are implemented and maintained
• Support and provide leadership as needed for all Oracle promotions and events affecting the business of the Sector
• Strong relationship building skills both internally and externally and able to navigate and effectively manage his/her business successfully in a heavily matrixes organization
• An individual with passion and enthusiasm who will embrace this great opportunity to lead the Applications Business across Russia successfully into its next growth phase.

• Drive Cloud Software as a Service (SaaS) revenue and new logos. Oracle’s extensive SaaS portfolio is unparalleled in the Business Applications industry
• Aggressively grow Applications revenue – double digit in growth
• Develop a high performing Sales Reps Team
• Develop and strengthen the Eco-system, review partner landscape and fully enable to go to market successfully

·         Minimum ten years’ Sales and Sales mgt experience

·         Proven track record of delivering against quota

·         Recurrent Sales Achievers Club participations

·         Significant Apps sales experience will be a strong plus

·         Strong sales and negotiation skills, ability to influence others

·         Demonstrated leadership skills

·         Effective communication skills

·         Ability to negotiate price, other concessions and terms and conditions

·         Strong quantitative, analytical and conflict resolution abilities.

·         Ability to work independently and with a team

·         Demonstrates a high level of understanding of Business Practices and Processes

·         Good communication skills

·         Proven track record of achieving sales performance objectives

·         Proven record of leading teams - direct reports and through association with other business units (internal and external)

·         Strong networking and partnering skills

·         Knowledge of Oracle's products or competitive products will be an advantage

·         Significant people management experience in a multi-cultural environment is a very strong plus

·         Strong understanding of Russia market

·         Availability to travel extensively in the assigned region

!|!Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).!|!