Description

If you feel now is the time for your next steps, this role will combine your experience and Oracle’s huge potential to provide benefits to mid-size & enterprise companies. Our ERPM Solutions are highly rated by analysts and our customers speak of the value Oracle has provided to them. You will be best placed to explore their business challenges and become their trusted adviser.  

Mid-market organisations need systems to improve the way they run their business: quicker decisions, better control, bigger revenues, and better relationships with suppliers & customers.

We are looking for an experienced Sales leader, a self-starter, with drive, an extensive channel & direct sales background, and a consultative selling coach for selected partners. The successful candidate is passionate about customer first problem solving and understands how to win & enable new partners to sell in mid-market.

As the prime sales leader for mid-market in ERPM, you will have complete ownership of your territory, use resources and assemble people from various departments to work efficiently toward a common goal. This includes influencing customers and providing an Oracle solution that solves their business challenges.

Primary job duty is to sell ERP, EPM and SCM cloud solutions and related services to new mid-market customers, driving increased revenues of our Cloud SaaS Applications across different accounts within your territory.

Core Responsibilities

• Building a winning value proposition for new mid-market partners.
• Winning new SaaS cloud revenue in ERP, EPM and SCM.
• Achieve the status of trusted advisor for senior executives on the partner and customer side.
• Build strong relationships with senior-level executive contacts (CxO, VP, Directors, decision makers and influencers).
• Develop the territory strategy and account plans and adjust as required over time.
• Research key targeted accounts and create profile for the different relevant personas in the accounts.
• Support the execution of sales and marketing campaigns.
• Create pipeline to the factor 5x through own effort and through marketing activities.
• Follow up on and progress marketing qualified leads to turn into qualified opportunities.
• Leverage and orchestrate internal and partner resources to accelerate deal progression.
• Identifying and fostering working relationships with the appropriate people within Oracle to either develop leads, expedite sales execution or accelerate closing.
• Facilitating strong and regular Senior Management relationships between Oracle and the customer.
• Maintain a good understanding of Oracle's strategic direction, current and future solutions and services.
• Remain up-to-date with the  the evolving competitive landscape in ERP, EPM and SCM.
• Influence the sales process and develop proactive counter actions to win the deal.

 

 

Additional Responsibilities

• Stay proficient in articulating Oracle’s value proposition and potential.
• Leverage internal functions to create compelling business cases that showcase products.
• Co- Create sales activities and create task forces to deliver them.
• Produce and submit an accurate weekly forecast, ensuring data is up to date at all times.
• Maintain pipeline at 5x level and use Sales Cloud to manage own reporting.
• Establish contractual agreements between Oracle and the Customers.
• Actively work with the Oracle A&C organisation to maximise use of Partner organisation.
• Operate in line with Oracle's business processes and procedures.
• Attend relevant industry/subject forums for competence building.

 

 

Required Skills/Experience

Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for:

• Proven and demonstrable SaaS sales experience.
• Extensive channel & direct sales experience.
• Experienced managing the full Customer Experience from lead nurturing to deal closing. 
• Good understanding of the full sales cycle, the contributing back office functions and your role within it.
• Proven ability to develop customer needs analysis and a consultative selling approach.
• Ability to reframe and challenge the way partners and their customers view their business;
• Structure a sales pitch to highlight partner and customer benefits before supplier strengths.
• Adept at driving two-way communication, listening and interpreting customers’ pain points.
• Quickly develop a deep knowledge of customer’s business and discuss issues from multiple angles.
• Ability to track economic and industry activity and relate implications on customer’s business.
• Understand customers initial decision-making process.
• Good influencing skills.
• Experience selling cloud solutions or consulting services to partners and mid-market companies.
• Ability to adapt to a rapidly changing, progressive organization.
• Ability to work independently and with a team.
• Experienced in leveraging social media to drive contacts and visibility.
• Ability to accurately forecast report and successfully close new business.
• Strong presentation skills and strong organisation skills.
• Bachelor’s degree or equivalent.

 

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.

Apply Now

Create the future with us. Apply now.

Visit oracle.com/careers and search for Job #/Title or contact gabriela.x.vasile@oracle.com to apply.

At Oracle, our mission is to help people see data in new ways, discover insights, unlock endless possibilites. We don’t just value differences – we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion

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).