Job Description Cloud Sales Representative

The ideal candidate for the Cloud Sales Representative role will have a strong technology background and a passion for helping customers transition to the Cloud. This role requires knowledge of the marketplace and focus on selling business values through Oracle's Cloud portfolio.

The primary focus of the role is to evangelize a complete Oracle cloud solution, drive aggressive customer demands and cloud services consumption growth, strategically plan and execute regional sales programs, and act as a technical/sales strategist in competitive situations.

Specific areas of focus include:

IaaS – Infrastructure as a Service (OCI), Platform as a Service (PaaS), Analytics, Applications Workload moves to cloud, as well as Cloud Native Application Development including Mobile Cloud Services and Autonomous Technology initiatives.

Responsibilities:

Overall responsibility for the territory sales, third party alliances, and customer satisfaction surrounding Oracle growing Cloud Infrastructure and Platform Services portfolio. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale.

Builds effective working relationships with license, pre-sales, consulting and education field sales in the respective territory to develop joint account plans. Develops and executes a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important.

Requirements:

· 5 years Technology/Cloud Sales/Service Sales experience.

· Ability to resolve customer satisfaction issues, customer priorities

· Demonstrated leadership skills

· Effective written and verbal communication skills, ability to present to large and small audiences.

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

· Experience selling Public Cloud Infrastructure or strongly related services at other cloud based companies

Other Preferred Skills and Experience

5-10+ years of enterprise direct sales experience with large quotas and proven success

5 years of experience as technology sales professional and supporting functions such as inside sales, pre-sales engineers, Cloud, marketing and channels

5 years' experience navigating long sales cycles in a matrix environment with demonstrated experience in complex commercial structures

Experience selling outsourcing solutions or services to Vertical Industries (Financial Services, Retail, Telecom, etc.); specific knowledge of business drivers and adoption patterns will be given special consideration

Demonstrated ability to influence different buying personas (LOB Execs, IT, Operations, Development, etc.) within the Expert 200 enterprise

Expert understanding and the ability to effectively evangelize multiple cloud adoption patterns including Hybrid, Data Center and Application Modernization, re-platforming, Cloud Native, Web-scale and High-Availability/High Performance

Practical understanding of the concepts surrounding DevOps, Continuous Integration, Micro Services and their impact to organizational change

B.S. or B.A. from a major university – engineering or computer science preferred

Strong public speaking ability with desire to train others and continue to explore and learn

English language – advanced level, ability to communication and justify positio

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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience including technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.

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).