The Technology License and Technology Cloud sales executive is responsible for the sales of Technology License and Technology Cloud products in the specified territory allocated to this role.
As a Sales Executive, you will demonstrate this value by helping our install base customers move not just their database, but targeting all their workloads, both Oracle and non-Oracle to the cloud.
This role will be instrumental in increasing Cloud (PaaS and IaaS) bookings as well as Technology license revenues.
This role is focused on working closely with enterprise clients to sell new services, as well as bringing in net new business in the assigned territory.
The success measures relating to the key objectives include the following:
•Define strategies and act to generate long term and short term customer success and business results.
•To exceed quarterly sales targets by selling Oracle Cloud PaaS/IaaS and Tech license into named accounts and/or within an assigned geographical or vertical market.
•Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
•Territory identification and research, to formalize a go to market territory strategy and create qualified target account list within 30 days.
•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.
•Engage with prospect organizations to position the Oracle solution through value based selling, business case definition, ROI analysis, references and analyst data.
•Manage the end to end sales process through engagement of appropriate resources such as Pre Sales Consultants, Business Development Consultants, Oracle Consulting, Executives and Partners etc., and through effective utilization of selling tools such as Engineered selling process (ESPs), Customer 360, etc.
•Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data.
•Accurate monthly forecasting and revenue delivery.
•Working closely with customer success managers ensuring the Oracle Cloud PaaS/IaaS customers are deriving value from their investments and ensure very high subscription renewal rates.
•Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.
•Maintain a solid understanding of the IT industry Cloud landscape and market.
•Responsible for complying with all internal process, systems and mandatory requirements. Example; expense reporting to be completed on a timely basis.
•Responsible for building value propositions and positioning strong proposals.
•Operate in a leadership role as part of an extended sales team.
•Travel as required.
RELEVANT EXPERIENCE and TRAINING
Knowledge and Skills:
•Successful history of net direct new business sales, with the ability to prove consistent over achievement against targets.
•Results-driven with proven ability to sell and project a positive, professional attitude.
•Negotiation and objection handling skills.
•Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations.
•Strong problem solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.
•Superior presentation and demonstration skills.
•Work as a team player by contributing, learning and sharing new knowledge.
•Continuous improvement in self-research, learning and readiness on the new product offerings.
Detailed Description and Job Requirements
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.
Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner.12 years applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.
Job Type:Regular Employee Hire