Oracle
Communications Global Business Unit (CGBU) represents Oracle in the
communications industry. We have one of the most comprehensive footprints in
the industry the recent acquisitions ensure that we are the best fit to help
operators deliver their strategy.
Oracle
CGBU solution is responsible for the development, marketing, sales of Oracle
Communications products, and leads Oracle’s strategy in the communications
industry. The Oracle Communications portfolio consists of the following
products\:
- Session Border Control (SBC)
- SD-WAN Trunking and migration
- SIP Trunking and migration from ISDN
- Communication Solutions for Unified
Communications
- Communication Solutions for Contact Centres
- Communications Digital Transformation for the
Enterprise
- High Security Communication Solutions
The
merger of IT and communications is opening up many new opportunities for the
CGBU and we are in the process or recruiting to take advantage of this shift.
The Sales
Manager (individual contributor) will support the significant investment Oracle
has and continues to make in the Communications Market. This position will be
accountable for selling our solutions to Enterprise Customers. We have seen a
strong demand for our proven communication solutions and this position is
aiming to aggressively go after a large, new addressable market.
The Sales
Representative will be responsible for selling the Oracle Communications
solutions in Australia and New Zealand region.
Scope of
the role\:
In the
Sales role, you will be the sales lead for an amazing solution portfolio into a
new addressable market for Oracle Communications and work in close cooperation
with your colleagues from other lines of business.
This is
very much a hands on role and requires a larger degree of passion, customer
intimacy and sales focus. You will be part of the Australia & New
Zealand sales team that also includes a very strong presales team. You
will join a vibrant team eager for ongoing success and with a clear objective
to continue moving the needle.
Responsibilities\:
• Selling
Oracle Communications solutions to Enterprise Customers in Australia & New
Zealand
•
Responsible and accountable for achieving allocated quarterly and annual sales
quota for license and first year maintenance.
•
Prospect and increase awareness of Oracle Communications’ products in your
region, building a sustainable and growing pipeline of opportunities.
• Develop
existing Oracle Communications customer relationships in your region and
identify expansion opportunities.
• Work in
conjunction with Oracle CGBU account teams and other Oracle lines of business
to identify opportunities in the Oracle installed base and/or net new accounts.
• Manage
and close Oracle Communications sales opportunities through account and
opportunity planning and execution.
• Learn
and maintain process and functional knowledge and associated business benefits
of Oracle Communications products customer references, competitors and industry
trends
• Lead
the development, presentation and sale of opportunity specific value
propositions.
•
Negotiate pricing, concessions and contractual agreement to close the
sale.
Qualifications
and experience required\:
• Very
successful track record of selling software products in the Enterprise market
• Strong
business and technical acumen with a good understanding of the market drivers
and company strategies.
• Good
knowledge of the Telco Service Providers
•
Established relationships at various levels throughout customer organisations,
with proven influence on completed sales.
• Strong
ability to build a solid pipeline of opportunities
• Proven
ability and track record to individually perform all aspects of a sales cycle
from gaining initial interest to closure and beyond.
•
Consistently achieved or exceeded sales quota objectives.
•
Demonstrated success in appropriately utilizing company resources to close
business.
Capabilities
expected\:
• Working
within a matrix environment and across other Oracle lines of business as part
of an overall solution.
• Proven
ability to meet sales objectives
• Bid
shaping and business case justification skills
•
Excellent interpersonal, presentation and written communication skills.
!|!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 Oracle's 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.!|!
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