Job Description
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.
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 technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.
Reports to Technology Sales Consulting Leader, RACE (Russia, Africa, Central Europe Region)
Works towards an allocated License Sales Revenue target
Has no direct reports, but leads the activities of virtual teams engaged in sales process
Works in a designated geography and in designated industries (cross-industrial position) on a defined set of customers and accounts
Works with appropriate Oracle Partners
Works with Technology Sales Representatives on Identity Management and Database Security products in a matrix organization
Works with other Lines of Business (LOBs) and Global Business Units within Oracle
RESPONSIBILITIES:
· Win new license and cloud sales revenue in line with targets
· Develop strategy and sales plan to address the designated territory
· Generate and follow up on leads, qualify leads and prioritize opportunities
· Deliver and co-ordinate customer presentations and demonstrations
· Establish and maintain contractual agreements between Oracle and the Customers
· Define/Create the appropriate information security industry Value Propositions and communicate the benefits of these to the market
· Drive implementation of sales and marketing campaigns for Oracle Identity Management and Security products
· Identify and work with appropriate people in Oracle and at the Customer
· Facilitate and nurture Senior Management relationships to generate active sponsorship of Oracle
· Work with, and influence activities of Oracle Partners as appropriate
· Maintain understanding of Oracle's strategic direction and interpret its relevance to the industry sector
· Maintain awareness of Oracle's current and future technology and application products and services
· Maintain understanding of competitive activity relevant to industry sector
· Attend and speak in Industry forums
REQUIREMENTS:
· 8-10 years’ experience in the IT industry
· 5-7 years sales experience will be a plus
· Track record of working with identity management and security solutions (identity, access management, single sign, db security on etc.)
Track record on cloud sales proposition will be a plus
· Willingness to work towards achieving goals in a changing and challenging environment
· Able to learn and understand product solutions and features
· Excellent verbal and written communication skills
· Ability to understand customer's industry and core business processes
· Effective sales and project management skills
· Good English and German skills (written and spoken)