OVERVIEW

The Advanced Customer Support (ACS) practice is a unit within the Oracle’s Customer Services Organization that establishes long-term relationships with many of Oracle's largest customers through annuity-based service contracts. ACS Senior Service Sales sells mission critical services from a broad IT-services portfolio across the whole product stack based on annual managed services contracts, fixed scope service packages and project specific T&M engagements for our Advanced Engineers. Furthermore ACS services for Cloud are part of the portfolio.
 ACS services are typically requested by large and mid-size Oracle customers that require the utmost attention to real mission critical applications and processes. ACS is a dedicated business unit with more than 5.000 employees worldwide.
We are seeking exceptionally talented Sales Professionals to join the French fast-growing Advanced Customer Support business.
The job requires ambitious, results-oriented sales professionals who possess exceptional New Business (hunter) sales abilities combined with effective Account Management / expansion skills.

Join this talented, highly organised team in furthering the rapid expansion of Oracle’s ACS business in Western Europe

 

SCOPE

•    Reports directly to France Sales Director for ACS
•    Works as a member of the ACS Sales Team closely with all functions like    Presales, Business Development and Service Delivery.
•    Works closely with specific Account teams across all related product areas
•    Works on an assigned geographic and/or vertical territory
•    Works on named accounts with existing opportunities as well as green-field new business opportunities
•    Works towards an allocated booking target for ACS
•    Supports Oracle’s senior management to drive the ACS business in the market

 

RESPONSIBILITIES

•    Winning new ACS sales revenue in line with targets.
•    Developing a strategy and ACS sales plan to address the designated   account / account list.
•    Driving the implementation of ACS sales and marketing campaigns.
•    Generating, maturing and following up on leads.
•    Identifying and working with the appropriate people in Oracle and the Customer.
•    Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.
•    Work both independently and with Oracle’s sales forces (Prime Premier Sales, Oracle Application, Technology and Hardware Sales, Cloud Sales) and key Partners to build pipeline and achieve sales quota. 
•    Create compelling, personalised ACS propositions for targeted prospects/customers.
•    Become expert in ACS Services, ensuring the team is seen as exemplars and advisors within Oracle.
•    Provide accurate and timely sales forecasts and other information.
•    Initiate demand generation and Marketing programmes.

•    Work with designated Partners as required.

 

JOB DESCRIPTION

Primary job duty is to sell Advanced Customer Support Services offerings to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the customers service lifecycle. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale.

JOB REQUIREMENTS
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. 7 years applicable experience in the IT- business including minimum 5 years of sales experience in key account management. 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 accountabilities

Overview:
•    Achieve/exceed sales quota.
•    Achieve/exceed other objectives as agreed annually/quarterly.
•    Work with Sales Management to ensure targets are met and skills are developed.

 

In detail:

•    Create & maintain sufficient Pipeline to achieve quota.
•    Accurate completion of sales forecasts, activities and close plans ensuring corrective action is taken as required.
•    Maintain accurate records of all sales activities and key contacts in the Account.
•    Ensure Sales Forecasting systems and reporting is accurate and maintained up to date.
•    Write proposals with input from all relevant expertise in compliance, in line with Oracle standards.
•    Ensure Account Plans are in place as required.
•    Obtain appropriate management approval for proposals where required.
•    Ensure the contracts are legally compliant and commercially viable in conjunction with Oracle Business Practices.
•    Identify, maintain and deploy an internal network of people who can support achievement of plans.
•    Create and communicate reference sites.

Sales of the organization*s services (e.g., maintenance and service contracts).

Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.

8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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.

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).