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Oracle Corporation UK LtdSales of the organization*s services (e.g., maintenance and service contracts). Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel. 8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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. Mission and Objectives ? To achieve the set Sales Targets within existing assigned accounts and by creating new business and renewing existing contracts within the assigned Territory or Functional area. Scope ? Responsible for the business sales bookings number for ACS services in the assigned accounts - works towards an allocated Sales Bookings target split in Software and Systems bookings ? Reports to ACS Sales Manager or ACS Sales Cluster Manager ? Has no direct reports, but leads the activities of virtual teams in support of customers ? Works in a designated territory or industry on a defined set of customer accounts ? Works to identify all organizations (including existing Oracle customers) that fall into their designated space focusing on a targeted number that has a specific value proposition and sales engagement activity ? Works with appropriate Oracle Partners ? Works with other Lines of Business (LOBs) Key Responsibilities Key responsibilities of the role apply to the accounts assigned to the ACS Representative. ? Responsibility for the business sales bookings number for ACS services in the assigned accounts, ? Responsibility for conducting territory analysis and associated business creation activities within the assigned business vertical and account assignment, ? Responsibility for the creation of the associated business plans to accomplish the related business targets, ? Creating of joint go-to-market activities with other aspects of the wider Oracle sales function, ? Responsibility for working alongside ACS’s business development/sales program functions to facilitate the creation and execution of targeted demand generation activities, ? Works to identify and cover all organizations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion, ? Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances ? Works with Customer Management (CM) and other Lines of Business (LOBs) to maximize the return from the assigned set of accounts, ? Works in a designated industry on a defined customer list and cooperates within the Oracle Account team, ? Creation, attendance and participation in Oracle funded customer facing functions for business generation focused activities, ? Active new business selling and ‘cold calling’ initiatives to potential new ACS customers, ? Active up-selling of ACS Services in existing accounts including ‘cold calls’ to untouched areas of the respective organizations, ? Being the point person for all ACS activities within the assigned accounts working closely with the assigned ACS Delivery employees A high visibility presence within the respective assigned organizations creating relationships with all aspects of the customer and business management, ? Creation of a trusted advisor status within the assigned accounts and business management, ? Management of all internal commercial activities for all business / Renewal and up-sell engagements, ? Relationship generation and associated collaborative working with the other aligned Oracle sales and delivery teams.
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