Experienced Senior Sales executive, with track record of successful complex sales deals, recognized for exceeding customer expectations, strategic thinking and growth acceleration
Lead and execute an Apps multiyear strategic account plan in collaboration with Pillar ASRs, Client Engagement leader (CEL) and Sales support functions to maximise Oracles revenue growth
Establish strong, trust based, C-level customer relationships to position Oracles SaaS portfolio around the customers digital transformation
Responsible to grow the Applications Cloud base across all pillars in the Applications Major Accounts territory
Coordinate and collaborate with the Pillar ASRs assigned to the account and the CEL across the entire sales lifecycle in line with the Account stategy and plan
Act as the lead negotiator for largest, most strategic and x-Pillar deals. Act as X-LOB Deals orchestator
Execute Oracle Applications strategy throughout our Applications Major Accounts delivery of N&E ARR and Renewals, working in full alignment with Pillar ASRs and CELs to:
Develop deep customer and industry knowledge to effectively influence clients through credible and relevant messaging positioning of Oracle as strategic partner (inc. use of relevant customer stories)
Ensure proper pipeline coverage ; get the most return from demand generation campaigns, progression, conversion and participation rates. Identify, understand and flex the optimal components of pipeline growth with relentless focus.
Ensure and increase upselling opportunities and renewable business in existing customers.
Develop long-term sustainable relations with key customers and partners stakeholders
Ensure customers get holistic and superior value from Oracle such they accelerate their investments
Prepare and attend with CSMs and CELs the business review and value assessment meetings with Applications Major Accounts executives
Act as a point of escalation for issues between Oracle and existing customers and partners/implementer.
Ensure a proper Onboarding and Implementation Partner for new projects with the right follow up to maximize customer outcomes and to pave the way for future expansion.
Collaborate with the supporting functions and eco-system, especially Pillars, Industry, Client Engagement, Mktg, Alliances and CSMs towards driving customer success
Profile
Performance drive and execution
Comfortable working with & influencing C-Level
Strategy and transformation oriented
Track record of driving successful complex sales - evidence will be requested
Ability to analyze potential customer requirements and position Oracle Application Solutions
Strong collaborator
Confidently communicates across multiple organizational levels
Energy and positivity
Integrity
Gravitas
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 Oracles 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 Oracles 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).
