Applications Sales Director - Public Sector

We are looking for an inspiring Sales Director to lead a team of Field Sales Representatives.  We need an inspiring leader who can drive their team to engage in transformational discussions at Senior Management level. The Sales Director’s primary responsibilities are delivering expected levels of revenue performance, ensuring customer success, local marketing, and effective deployment of corporate strategies across the team and managing sales performance.

The Sales Director will accomplish this through interaction with the team, customers, partners, and lines of business across Oracle. 

The Sales Director provides leadership and direction in establishing Oracle as the leader across our solutions.

THE ROLE

• Accurately forecast and achieve revenue objectives while defining sales territories and setting quotas 
• Set and manage performance criteria, including pipeline, account penetration, and activity levels 
• Build personal credibility and manage internal networks and relationships 
• Establish and manage cross-functional processes, services, solution consulting, finance, legal, marketing, education, channels, etc. and intra-regional account sharing. 
• Establish and maintain sales management processes, including forecast review, activity management, territory and account penetration; actively support corporate policies and initiatives 
• Create and manage short term and long term business plan 
• Actively participate in key deals, strategy, execution, and building customer and external partner relationships  
• Leverage company best practices to ensure customer success and maintain executive relationships in top region accounts

 

PERSONNEL MANAGEMENT

• Actively recruit and hire highly qualified team members while conducting performance management on an ongoing basis within the region 
• Motivate team members and encourage individual career development 
• Facilitate the success of the team and individuals through coaching and counselling and performance managing, while quickly getting new hires ready to contribute effectively to the region 

EXPERIENCE

• Experience of leading teams of Field Sales Representatives/Managers is essential. 
• Candidates will have at least 10-15 years relevant Sales and Leadership experience
• Experience in ERP or HCM is preferable
• Strong relationships in the Belgium and Luxemburg market (in particular within the Public Sector space)
• Fluent in Dutch, French + English.

DEMONSTRATED SKILLS

• Candidate will have a proficiency in recruiting, developing, coaching and motivating enterprise software sales teams
• Candidates will have a proven track record managing enterprise software sales teams and exceeding sales goals. 
• Candidates will have extensive experience selling to C-level clients, creating compelling business cases and delivering value propositions. 
• Candidates will have excellent communication and the ability to work deals involving enterprise wide solution selling and complex contract negotiations 
• Candidate will have strong leadership competencies and have success managing cross functional teams.

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

As part of Oracle's 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).