Oracle Communications Global Business Unit (CGBU) represents Oracle in the communications industry. We have one of the most comprehensive footprint in the industry in the enterprise and Service provider environment. 

The Oracle Communications portfolio consists of the following products:

• Session Border Control (SBC)
• SD-WAN 
• Communication Solutions for Unified Communications
• Communication Solutions for Contact Centres
• Communications Digital Transformation for the Enterprise 
• High Security Communication Solutions
• Signalling: 3G/4G/ 5G core and other NF’s
• Converged Policy

The merger of IT and communications is opening up many new opportunities for the CGBU and we are in the process or recruiting to take advantage of this shift.

The Sales Manager (individual contributor) will support the significant investment Oracle has and continues to make in the Communications Market. This position will be accountable for selling our solutions to multiple customers including service providers and large Enterprise customers. We have seen a strong demand for our proven communication solutions and this position is aiming to aggressively go after a large, new addressable market. The Sales Manager will be responsible for selling the Oracle Communications solutions in Australia. 

Scope of the role:

In the Sales role, you will be the sales lead for an amazing solution portfolio into a new addressable market for Oracle Communications and work in close cooperation with your colleagues from other lines of business. 

This is very much a hands-on role and requires a larger degree of passion, customer intimacy and sales focus. You will be part of the Australia & New Zealand sales team that also includes a very strong presales team. You will join a vibrant team eager for ongoing success and with a clear objective to continue moving the needle.

Responsibilities:

• Selling Oracle Communications solutions to Enterprise Customers & to /with Service providers in Australia
• Responsible and accountable for achieving allocated quarterly and annual sales quota for license and first year maintenance.
• Prospect and increase awareness of Oracle Communications’ products in your region, building a sustainable and growing pipeline of opportunities.
• Develop existing Oracle Communications customer relationships in your region and identify expansion opportunities.
• Work in conjunction with Oracle CGBU account teams and other Oracle lines of business to identify opportunities in the Oracle installed base and/or net new accounts.
• Manage and close Oracle Communications sales opportunities through account and opportunity planning and execution. 
• Learn and maintain process and functional knowledge and associated business benefits of Oracle Communications products customer references, competitors and industry trends 
• Lead the development, presentation and sale of opportunity specific value propositions. 
• Negotiate pricing, concessions and contractual agreement to close the sale. 

Qualifications and experience required:

• Very successful track record of selling communication products in Australia including large enterprises and contact centres
• Strong business and technical acumen with a good understanding of the market drivers and company strategies.
• Good knowledge of the Telco Service Providers
• Established relationships at various levels throughout customer organisations, with proven influence on completed sales.
• Strong ability to build a solid pipeline of opportunities 
• Proven ability and track record to individually perform all aspects of a sales cycle from gaining initial interest to closure and beyond.
• Demonstrated success in appropriately utilizing company resources to close business. 

Capabilities expected:

• Working within a matrix environment and across other Oracle lines of business as part of an overall solution.
• Proven ability to meet sales objectives
• Bid shaping and business case justification skills
• Excellent interpersonal, presentation and written communication skills. 

This position is responsible for new account development and/or expanding existing accounts within an established geographic territory.

Works as part of an account team to identify, qualify and deliver Hardware products/ solutions. Responsible for the account plan to drive goal attainment in assigned territory. Coordinates with the other members of the sales team (employees and partners) to support account sales and business development strategies. Helps identify and engage the appropriate partner to meet customer specifications. Becomes trusted advisor to key customer influencers and decision makers. Drives company's strategy into assigned accounts. Follows all companies' methodologies and processes related to sales opportunity pursuit. Ensures that the company's sales programs are known and executed in assigned territory, including personal follow-up and engagement in selected opportunities. Achieves or exceeds the quarterly and annual sales goals. May travel frequently.

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 relevant work experience. BS/BA preferred.