The Technology License Commercial, Broad Market and ISV sales rep is responsible for identifying, qualifying and closing net new opportunities and / or expanding on existing requirements of Technology License products working with our partners / customers in the specified territory allocated.

As a sales rep, you will demonstrate this value by working with our ISV broad market partners as well as those allocated within your territory to extend our market reach.

The individual brings an understanding in Oracle solutions and how Oracle partners with external vendors with both the commercial and technical acumen to identify opportunities working with customers and partners to achieve their objectives.

This role is responsible for increasing the License footprint. Irrespective of achievement against quota, the Sales Rep will be performance measured against Oracle KPIs to meet License objectives for the Technology Line of Business.

You will combine your product, account management and sales experience to deliver strategies that support customer centricity and growth whilst building long term sustainable relationships with partners and customers. 

SPECIFIC RESPONSIBILITIES

The success measures relating to the key objectives include the following:

• Develop infrastructure/Database/Middleware/BI/Big data License Sales opportunities and maintain customer relationships in a designated market vertical/customer.
• Promote and evangelize Oracle products to selected customers, partners, and internal audiences
• To meet or exceed quarterly sales targets including KPI’s by selling Technology license products into named accounts and/or within an assigned geographical or vertical market.
• Develop relationships and collaborate with our partners to define, recommend, and drive sales
• The portfolio will be our wide technology portfolio. Although the right candidate should be able to orchestrate a speech across the complete offering of Oracle in front of a client and work alongside other internal teams to be one Oracle for the customer.
• Develop and execute a sales plan that provides complete territory and sector specific coverage
• Develop appropriate sales programs and solutions; maintain up-to-date competitive information and compile regional success stories
• Pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence. Adequate pipeline to ensure over-achievement within the designated territory.
• Meet with senior customer contacts to build credibility and develop lasting relationships
• Closing deals, winning business as well as developing new opportunities
• Engage with Pre-Sales Technical support for customer meetings to develop customer discussions further
• Lead successful go-to-market campaigns by working closely with internal marketing specialists
• Contribute and lead in account planning, customer/market analysis, and strategy sessions
• Contribute individually and as a team member, providing direction and mentoring to others. Being able to orchestrate proposals together with other internal business groups in the same solutions team or others. Understand that is all about the customer.
• Manage the end to end sales process engaging relevant business units where appropriate to assist in delivering to customer requirements.
• Ensure ISV community is aware of the value Oracles software products can bring to their solution offering and enable them to GTM.
• Develop and execute a sales plan that provides complete territory and sector specific coverage
• Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data.
• Accurate monthly forecasting and revenue delivery.
• Develop appropriate sales programs and solutions; maintain up-to-date competitive information and compile regional success stories
• Meet with senior customer contacts to build credibility and develop lasting relationships
• Demonstrate strong leadership skills in planning, executing and working with teams internally in delivering the right solution for our partners and customers.
• Travel as required.

 

What You’ll Bring

Your enthusiasm, knowledge, and customer-centricity will help us continue our growth as a top IT company.

 We also look for:

• 5+ years of experience in direct software sales to complex organisations of varying size
• 2+ years experience working in a indirect model focussing on ISV’s
• Experience in the designated market vertical /customer would be required
• Good understanding of the information technology customer needs and strong technical expertise to become a trusted advisor across a wide technology portfolio.
• Proven track record in a sales-driven organization, selling technology-related products and services
• Understanding of structured sales methodology such as SPIN, TAS etc
• An understanding of the technology market, partners and its customers.
• Solid written, verbal, and presentation skills
• Creative with strong problem-solving skills and an ability to succeed in a fast-paced environment
• Self starter with strong project management skills, a growth mindset and ability to work cross functionally with teams both internally and externally
• Proven ability to work well as part of an extended sales team
• Knowledge of Oracle products preferred but not essential 
• Team player and self-motivated

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.

 

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).

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.