Services Sales Job Description

Oracle Advanced Customer Services (ACS) offers the perfect opportunity to work for an organization committed to helping customers obtain maximum ongoing and sustained value from all Oracle Solutions, ranging from On-Premise to Cloud. The ACS team is driven to help customers transform their business to achieve their goals. This is an exciting time to join a team of advanced and industry-leading experts experiencing rapid growth and expansion.

 

The Role

Join the Northern Region ACS Sales Team, and take a leading role in driving services sales across the whole Oracle solution portfolio, from traditional Oracle Database to Applications, On-Premise to Public Cloud and everything in between, including Oracle Cloud Infrastructure (OCI), IaaS, and PaaS, as well as SaaS Solutions.

 

Responsibilities

Develop and close services opportunities to yield revenue in line with targets 

Develop and grow sales opportunity pipeline

Accurately forecast against plans and targets 

Manage and lead sales/bid process including the internal cross line of business alignment within the opportunity

Develop Account Plans based on an understanding of growth opportunities and customer success milestones 

Drive and align the Client buying cycle with ACS sales goals

Develop and maintain relationships with key business owners, decision-makers, and influencers

Be an ambassador for Oracle ACS at clients becoming a trusted advisor

Excel at all areas of business development and sales, i.e. communication, presentations, proposal writing, and strategic selling

Create compelling value propositions with robust ROI and clear business value articulation 

Negotiate contracts, liaising with internal and external approvers 

Maintain an understanding of Oracle ACS direction, product set, and services relevant to both transition and new sales

Develop close relationships collaborating with other Oracle Lines of Business, particularly with the Application & Technology/Middleware License Sales Organisation and Local Country Management Teams

 

Preferred Qualifications:

Experience selling software services to Enterprise Customers

Proven ability to successfully lead and execute the full sales cycle on complex IT services and outsourcing deals

Proven track record of multiple sales target overachievement

Significant experience in both leading and coordinating Deal Pursuit Teams (including solution, pricing, delivery, contract, legal, and 3rd Party resources)

Experience in successful joint selling with both internal and external partner organizations

Strong territory management skills, including account assessment & targeting, lead follow-up, account development, and qualification

Ability to effectively develop, negotiate and close at the “CXO” level

Good industry experience and a successful track record of the solution-selling model

Familiarity with market-leading IaaS, PaaS, and SaaS players as well as ERP, HCM, and CX software solutions

Experience with Oracle applications, services, and technology advantages

Bachelor’s or master’s degree or equivalent experience

Sales of the organization*s services (e.g., maintenance and service contracts).

Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.

8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.