Oracle

Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.

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.

Duties and tasks are varied and complex utilizing independent judgment. Fully competent in own area of expertise. May have a project lead role. Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle's competitors. interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 5+ years relevant sales experience. BS/BA degree or equivalent preferred.

Responsibilities

• Define value propositions for Oracle Applications
• Drive overall execution and sales delivery of license revenue targets for Oracle License Applications
• Educate customers on the Applications Unlimited and Journey to Cloud
• To develop customer relationship and executive coverage in person for install base and new customers
• Sell products and services to an assigned geographic or national account base territory to achieve assigned objectives including Public Sector, Healthcare, Retail industries etc..
• Assess market opportunities and develop territory plan to meet revenue objectives.
• Perform sales forecasting, account planning and other related sales administrative tasks to grow assigned business profitability
• Generate sales leads and close sales virtually
• Understand Oracle’s product offerings and competitive issues
• Identify new business opportunities by creating and implementing territory campaigns with management assistance
• Liaise with customer contacts for the purpose of managing customer relationships and identifying new opportunities
• Participate as a team member on sales teams including field sales, support, and education sales and sales consulting
• Maintain a detailed knowledge of the Oracle solution set and the benefits delivered and ensure this information is shared with all relevant constituents
• Perform required sales administrative tasks (forecasting, account planning, etc.) regularly and on time

Required Skills

• Apps sales experience is preferable
• Government, Education and Manufacturing experience preferable.
• At least 4 years of relevant experience and 6 years of business experience
• Proven ability to manage complex sales cycle, with a track record of successful revenue attainment
• Competitive product knowledge
• Strong organizational and management skills – able to plan and execute multi-functional workloads (territory planning, campaigns initiation, cross-LOB alignment, DemGen activities follow up, channel activities, etc.)
• Enterprise experience/knowledge of selling solutions would be preferred.
• Ability to communicate effectively over with relevant stakeholders virtually, socially and physically
• Territory planning and management skills
• Effective problem solving skills and an ability to present innovative solutions to customer needs
• Good organizational and planning skills and an ability to set and manage priorities
• Ability to forecast, manage sales expenses, and successfully close new Oracle business
• Excellent communication and presentation skills
• Ability to identify needs within the market and develop go-to-market campaigns to drive incremental business within the region

Career Level - IC3

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