Oracle

Java SE Enterprise Business:

The Java SE Enterprise JAPAC business is responsible for developing new business which is almost untapped market that uses of Oracle Java (95% of all enterprises and government agencies). Our focus is to promote Java SE subscription to the heads of IT-Infrastructure, IT-Security and CIO for the whole enterprise. We sell license and support of Java SE to enterprises to ensure the secure and productive use of Java.

Key Responsibilities

• Selling Java SE and Java SE Advanced solutions to key and named enterprise as well as government, banking & financial industry and ISV customers within the defined territory.
• Managing the whole sales cycle from business development and prospecting to solution presentation until final closure
• Accurate forecasting at opportunity and territory level
• Selling to key contacts within the customer organization from technical contacts up to the economic decision maker at the CIO level.
• Leveraging all other stakeholders within Oracle who can influence the buying decision.
• Developing solutions for customer problems within Oracle’s processes and policies and getting approval for these.

Required skills and Experiences

• +8 years selling software license of global software companies to large enterprises utilizing Strategic Selling or other similar selling methodology
• Excellent understanding of IT-processes, security requirements and decision-making processes of large enterprise customers
• Excellent understanding of processes of software License management; hands-on experience handling license compliance is highly preferred
• Excellent knowledge of the IT environment in FSI or Hightech industry is highly preferred.
• Proven track record of exceeding sales objectives and territory/account development
• Sound understanding of Oracle’s sales policies and processes as well as decision making processes
• Highly motivated, self-starter and fast learner as well as pro-active problem-solver
• Excellent written and verbal communication skills in English is a must
• Bachelor’s degree or equivalent

Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

Career Level - IC4

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