Exceed sales targets by owning, driving and winning Cloud-based opportunities in new logos and in Oracle’s extensive customer base
Own and manage the end –to-end sales process to deliver against a range of performance metrics
Engage with appropriate resources during the sales process including other Line of Business Sales Representatives, Sales Consulting, Consulting, Oracle Executives, Partners and others
Developing a strategy and sales plan to address the designated Named Account Territory and / or Major Accounts
Seek and engage prospect organisations by positioning Oracle Cloud-based solutions, challenging the prospect by leading with Oracle experience, business cases, references and insight from the marketplace, including analysts, partners and other influencers
Generating and following up on leads through the qualification process
Create and progress a sales pipeline to meet sales objectives
Accurately forecast monthly and quarterly revenue delivery
Working with, and influencing the activities of Oracle Partners as appropriate
Maintaining an understanding of Oracle’s strategic direction and interpreting its relevance to the industry sector
Maintaining an awareness of Oracle’s current and future Application products and services
Reports to Regional HCM Sales Director
Works in targeted accounts on selling HCM solutions
Has no direct reports, but leads the activities of virtual teams in sales campaigns
Focuses in on a Named Account Territory and / or Major Accounts
Works with appropriate Oracle Partners, ie resellers, SI’s, ISV’s, technology/application partners and alliances
Works with Multi Channel Sales, Marketing and Sales Consulting and other Lines of Business (LOBs)
Relevant experience of selling enterprise software solutions
Track record of selling cloud-based applications from within a major software vendor or niche provider (or ideally both)
Knowledge of the HCM marketplace
Demonstrable track record of sales achievement in value based selling roles
Able to lead prospect / customer engagements through providing insight and challenge to differentiate Oracle’s cloud-based offerings in the HCM market
Credibility at all levels and evidence of building strong relationships internally and with the prospect / customer community
Bachelor’s degree or equivalent preferred
Keep current on and communicate current industry trends, drivers and potential
Translate Oracle’s Strategy and Marketing Messages to the market
Create Value Propositions and communicate the benefits of these to the market
Design sales and marketing campaigns and put teams and task forces together to deliver them
Work with Multi Channel Sales Marketing to co-ordinate marketing activities in order to generate leads
Generate and manage bid teams
Produce an accurate weekly forecast and pipeline.
Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
Establish and maintain contractual agreements between Oracle and the Customers
Maintain contact with accounts through Application implementation
Maintaining an awareness of Partner Competence and capability
Operate in line with Oracle WE’s business processes and procedures
Deliver and co-ordinate customer presentations and demonstrations
As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Oracle Recruiting: “Continuously selected by our clients as the exclusive vendor of preeminent talent”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 business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
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. 8 years applicable experience including 7 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.
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).