ERP & HCM Cloud Applications Sales Representative – Regional Government Public Sector

 

Goal: To develop and maintain the long-term relationship between Oracle and designated customers to support Applications Cloud/SaaS revenue growth. Works towards an allocated Applications Cloud/SaaS (software as a service) sales revenue target.

 

SCOPE:

 

• Reports to Public Sector Applications Sales Director
• Leads the activities of a virtual team in support of customers
• Works in a designated industry on a defined customer list and cooperates with his/her Technology counterpart
• Works to identify and cover all organisations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion
• Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances
• Works with Pre Sales, Marketing and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
• Works towards an allocated applications Cloud/SaaS (software as a service) sales revenue target

 

 RESPONSIBILITIES:

 

• Winning new ERP & HCM Applications Cloud/SaaS sales revenue in line with targets
• Facilitating and nurturing Senior Management/C-suite relationships to generate active sponsorship of Oracle
• Developing a strategy and sales plan to address Sector requirements
• Developing profiles of targeted accounts  
• Defining appropriate Enterprise Sales Industry Value Propositions
• Driving the implementation of sales and marketing campaigns
• Generating and following up on leads  
• Qualifying leads and prioritising opportunities  
• Marshalling internal and Partner resources to conduct campaigns
• Identifying and working with the appropriate people in Oracle and the Customer
• Developing, extending and maintaining relationships with the appropriate staff
• Working with, and influencing the activities of Oracle Partners as appropriate
• Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector
• Maintaining an awareness of Oracle's current and future application/technology products and services
• Maintaining an understanding of competitive activity relevant to industry sector

 

 KNOWLEDGE AND COMPETENCY REQUIREMENTS

 

• At least 7 years of sales experience in the enterprise IT sector
• Excellent relationships within the Public Sector industry in Belux (region is role dependant)
• Proven track record of selling complex IT enterprise solutions
• Understanding and experience of selling Cloud solutions is a plus
• Capacity to comprehend the strategic issues of selling Enterprise applications solutions, including ERP & HCM
• Dutch + English required for Regional Government.
• Demonstrable overachievement of revenue goals
• Strong desire to overachieve revenue goals
• Strong sales skills; including business justification, negotiation and closing
• Understanding of the enterprise software market
• Self-starter, fast learner and hungry for knowledge and information
• Fully aware of technology trends, industry standards and terminology
• Excellent account management and organisational skills
• Team player
• Hunter profile, drives to close opportunities

 

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.

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).