Federal Government Sales Account Director – SaaS Applications

For 5 Years Running ORACLE IS THE GARTNER MARKET LEADER FOR SaaS Applications! Come join the winning team.

We’re expanding our Public Sector sales team to take advantage of the growth of our market leading SaaS platform.

We need people who can demonstrate staying power in their sales careers, self awareness in embracing their strengths and areas for development, plus the desire to continue to develop their consultative selling skills in a vendor environment such as ours. These are hunting roles, but thankfully our brand is a door opener in itself and you'll be working with existing customers also.

Job Description

Join our SaaS Applications Public Sector Sales team and you will not only sell but have the opportunity to promise increased agility, insightful decision-making, greater productivity, and lower costs. Oracle’s Cloud solutions are designed to grow any organisation in smarter and faster manner. 

Responsibilities

• Establish professional and deep relationships with key personnel and prospects in the Australian Federal Government
• Lead account planning - account strategy, financial targets and critical milestones
• Lead and manage the end to end sales process through engagement of appropriate Pre-Sales, Consulting and Partner resources.
• Define appropriate SaaS Applications (ERP, HCM or CX) value propositions and drive the implementation of sales and marketing campaigns in Federal Government
• Understand the competitive Federal landscape and customer needs, to effectively position Oracle SaaS Applications Cloud offerings
• Pipeline development through a combination of phone calls, email campaigns and market sector knowledge/intelligence
• Create and maintain a sales pipeline to hit and surpass goals consistently
• Engage with prospects to position Oracle solutions through strategic value-based selling, business case definition, ROI analysis, references and analyst data
• Generate short-term results whilst maintaining a long-term perspective to maximize overall revenue generation in Federal Government
• Accurate quarterly forecasting and revenue delivery

Required Skills

• Must have demonstrated 5 -10 years tenure (verifiable) in at least one role involving sales - we need stable and consistent closers.
• Must have experience in and extensive knowledge of the Australian Federal Government
• Ability to offer unique perspective by reframing and challenging the way customers view their organisation; know how to structure a sales pitch to highlight customer benefits before supplier strengths
• Adept at driving two way communication by clearly articulating value proposition and teaching to customer’s pain points
• Ability to quickly develop a deep knowledge of customer and discuss issues from multiple angles
• Understanding the decision making process and have the ability to influence key decision makers
• Experience selling high end software solutions or consulting services to the Australian Federal Government
• C-Level verbal, written and presentation communication skills
• Experience closing deals with Deputy- Secretaries, ministers, CEO’s, CFO’s or similar Federal Government leaders.

Life at Oracle ANZ: 

An Oracle career can span industries, roles, countries and cultures, giving you the opportunity to take on new roles and challenges, while blending work and life. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry. To cultivate the talent that makes this happen, we work hard to create a vibrant and rewarding workplace that celebrates diverse, multi-talented teams where everyone can contribute. We take care of each other, and value giving back to the community. We have flexible work arrangements and offer benefits including generous paid maternity leave and comprehensive premium medical insurance. Find out more!

 

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.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience including 9 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.