Large Deal - ULA Sales Executive (License Co-prime)– EMEA Region 
 
Objective:  The goal of the Large Deal ULA Sales Executive is to support and enable the EMEA Technology Sales Organization to maximize revenue and return associated with Oracle’s large ULA portfolio, especially our License offerings. The Sales Executive will work to build best practices on strategic deals and large customers to win ULA revenue. The CoPrime must build and evangelize large deals best practices in support of ULA renewals and new ULAs through a value selling approach working together with the local team.
 
The ideal candidate will have relevant background and demonstrable experience in driving ULA renewals within a complex sales environment. The Sales Executive will have responsibility for driving business results and providing strategic guidance by leading initiatives covering specific ULAs and large customers. A strategic thinker and influencer with the proven ability to provide direction to his/her sales counterparts and execute revenue generating activities as well as implement effective campaigns to build required pipeline. The ideal candidate should be results oriented with exceptional influencing and communication skills, and should have the ability to collaborate with a diverse constituent base across internal and external business cadres.
 
Location:  EMEA
 
Scope of Responsibility:
 
•    To be the Large Deal and ULA Sales Executive for a specified set of large accounts in EMEA.
•    To identify, collaboratively define, and drive programs that drive revenue, value and best practice, working with a dedicated team of architects and with the Insight team
•    To be the prime source of business propositions and strategy building - disseminating and sharing knowledge and expertise extensively across territory.
•    Formally reports within EMEA Large Deal & ULA team; works xLoB to drive the go to market plan.
•    Identify, build and maintain xLoB internal network of people who can support achievement of the Big deal and ULAs Go-to-Market plan.
•    Conduct analysis and prepare data to feed into EMEA Management reports pertaining to market conditions, potential to grow, performance and opportunities
 
Additional Areas of Activity:

•    Creates repetitive demand for such Large Deals and big ULAs solutions across multiple channels, working with relevant contributors, and leveraging facilitating teams and partners to achieve EMEA growth plans for Technology.
•    Identifies trendsetter ideas in the industry/markets and assesses the competitive edge for Oracle’s big ULA and large customers value proposition.
•    Acts as the advocate/ evangelist and point of contact for the Strategic deals.
•    Maintains an understanding of the large ULAs in EMEA and supports Sales, by territory, through business monitoring.
•    Establishes priorities and maximizes key opportunities for large ULA and strategic accounts.
•    Collates, documents, disseminates and shares knowledge and expertise extensively.

Ideal Candidate Skills:
 
•    Masters Degree in relevant field (could be an MBA, a Comp Science degree, or other degrees which focus on analysis and strategy development).
•    Full understanding of Oracle Technology portfolio offerings and strategy, specifically ULA.
•    Strong communication skills with internal and external parties.
•    Excellent analytical skills and understanding of broad market forces in the region.
•    Experience in and affinity with working in an international and multi-cultural environment.
•    Ability to self-manage, with strong organizational and planning skills is critical.
•    Proven team player – with ability to work with team members across geographies, across LoB.  
•    Ability to build relationships at all levels in the organization.
•    Ability to deal with complex problems, evaluate risks, make decisions where there is no precedent or formal procedures.
 
The ideal candidate will have a bias towards action, be able to build broad coalitions of people and be execution focused. The work is non-routine and very complex, involving the application of advanced technical and business skills. The candidate will also show a strong understanding of the geo/political aspects of the target markets and the impact on the potential success of the sales plan. A strong, proven track record in an international environment is a key requirement.

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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

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 technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. 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).