Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. Sells and promotes Oracle’s Cloud Platform Group products to customers including negotiating price and other concessions and or terms and conditions of the sale. Participates in strategic and tactical planning for the region. Builds working relationships with other license sales LOB’s, as well as Back Office, consulting, support and education.   Generates and achieves quarterly territory forecasts and accurately predicts revenue on a monthly basis. Manages escalation where necessary. Provides overall Sales Leadership for their respective location including running regular sales one on one meetings, weekly sales meetings, developing an annual Location plan and implementing the regional segmentation strategy, assign sales territories, sets sales quotas and manages sales representative performance against targets.

Responsibilities will include

• Establish executive relationships within new and existing markets- Develop specific business strategies to seize growth opportunities. Leverage a network of alliances/partners in an integrated fashion to help achieve business strategies.
  
• Resolve escalated issues involving other functional areas or business units and manages intergroup relations to enhance sales effectiveness and improved customer outcomes.
  
• Demonstrates extensive knowledge of Oracles products and services relative to the competition and be able to creatively apply this knowledge to gain sales advantage for Oracle.
  
• Develop positive relationships with “C” level executives in our customers, prospects and partner organisations to the extent of being invited to facilitate joint business planning and technology requirement discussions.
  
• Demonstrates a deep understanding of customer and partner business strategies and industry trends in articulating the benefit of Oracle's products and services to their businesses and handles objections with authority and credibility.
  
• Demonstrates an in-depth understanding of a customer's business strategies and industry trends and articulates the contribution of Oracle's products and services to the customer's business.
  
• Develop and maintain an annual location plan including headcount requirements, business development activities, etc, to meet the sales annual budget.
  
• Ensure each Sales Representative has an up to date performance and development plan.
  
• Forecast and pipeline requirements are met appropriate to the annual sales budget.
  
• Account and Territory Plans are developed and maintained for each Sales Representative.
  
• Facilitates regular sales meetings and pipeline reviews for all stakeholders attend.
  
• Ensure the required systems, tools, and processes are in place to support implementation of operational business plans and goals. - Monitors and measures achievement of goals. - Identifies changing business conditions and takes corrective action to achieve plans. - Identifies, negotiates for, and mobilises resources required to achieve business goals.
  
• Complies with and is a leadership model for Oracle's code of Conduct. - Understands obligations to promptly report potential violations of Oracle's Code of Conduct. - Is aware of Oracle's Ethics helpline for reporting ethics violations. – Timely completes Oracle's Ethics and Business Conduct training and other related required training and ensures that employees supervised directly or indirectly do the same.

Skills required

• Strong sales experience including a strong Sales Management background.
• Experience managing Sales Managers/ Directors preferred.
• Able to adapt a leadership style to fit different situations, and focuses individual and group energies on appropriate
• Able to inspire others to achieve a shared vision
• Seeks opportunities to motivate and encourage people, and to recognise outstanding contributions
• Able to demonstrate an ability to secure commitment for change initiatives and effectively address any concerns.
• Experienced in the use of competency-based interviewing processes to recruit talent. Demonstrate the use of systematic performance management techniques ensuring that performance issues are identified and acted upon promptly. - Encourages development and retention planning for top talent across own team
• Supports others' ongoing professional development. - Acts as a role model, encouraging continuous improvement.
• Able to expresses complex ideas both written and verbal to all audiences. –
• Demonstrates a finely tuned ability to anticipate, and respond to, reactions, attitudes, views, and feelings of individuals and groups.
• Demonstrates balanced judgment and decisiveness when the consequences of the decision involve some risk to business results, self, or the team. - Anticipates problems and obstacles before they arise and plans accordingly.
• Works effectively with internal organisational politics to accomplish goals. - Identifies specific decision makers and influential persons, and knows when and how to engage them. - Leverages both informal and formal channels in the organisation to get things done.
• Displays strong tenacity and drive to see things through to successful conclusion.
• Demonstrates a sense of urgency, a propensity for action, and confidence in the likely success of plans and initiatives.
• Delivers results that meet or exceed expectations.
• Instils a sense of common purpose, joint mission, and mutual accountability to create and support an effective team environment