About the job

The Advanced Customer Services (ACS) Practice is a unit within Oracle’s Customer Services Organisation that establishes long-term relationships with many of Oracle's largest customers through annuity-based services contracts.

 

We are offering support through every step of our customer’s lifecycle. Advanced Customer Services allow our customers to minimize risk and cost, and rapidly gain business advantage by implementing and supporting each customer’s unique innovation journey with highly integrated and tailored services. Whether that journey is to modernization, Public, Private or Hybrid Cloud, our services and industry-leading expertise can support our customers through each step.

 

The ACS Services Sales Representative sells mission-critical services from a broad IT-services portfolio across the entire Oracle product stack based on annual managed services contracts, fixed-scope services packages and project-specific T&M engagements of our Advanced Engineers.

 

ACS services are typically requested by large and mid-sized 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.

 

The job requires ambitious, results-oriented sales professionals who possess exceptional New Business Hunter sales capabilities combined with excellent communications skills and an outgoing, open-minded personality. We are seeking exceptionally talented Sales Professionals to join the fast-growing Advanced Customer Services business in the Netherlands.

 

Join this ambitious, highly organised team to support the rapid expansion of Oracle’s ACS business in the Netherlands.

 

JOB DESCRIPTION:

Primary job duty is to sell Advanced Customer Services offerings into a territory of named accounts. Mainly through direct customer visits and interactions, periodically supported by campaign activities. Develop solution proposals encompassing all aspects of the customer’s services and product lifecycle. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale.

 

SCOPE:

• Reports to ACS Sales Director Benelux

• Manages an assigned batch of named accounts

• Acquires new services business

• Leads the ACS Sales activities of virtual teams

• As a member of the ACS Sales Team works closely with supporting functions like Presales, Bus. Development, Telesales, Customer Management and Service Delivery

• Works closely with cross LOB Product Sales teams across all related product areas

• Works on existing customers and green-field new business opportunities

• Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances as needed

• Supports Oracle’s senior management to drive the ACS business in the market

• Works towards an allocated ACS Sales Booking target

 

RESPONSIBILITIES:

• Winning new ACS revenue in line with targets.

• Developing a strategy and ACS sales plan to address the designated accounts

• Driving the implementation of ACS demand generation, sales and marketing campaigns.

• Identifying and developing business opportunities in targeted accounts

• Generating, maturing and following up on leads.

• Identifying and working with the appropriate people in Oracle and the Customer.

• Developing, extending and maintaining relationships with the appropriate staff

• Facilitating and nurturing management relationships to generate active sponsorship for Oracle.

• Working both independently and with Oracle’s sales forces (TeleSales, Premier Support Sales, Oracle Application, Technology, Cloud and Hardware sales) and key Partners to build pipeline and achieve sales quota.

• Creating compelling personalised ACS propositions for targeted prospects/customers.

• Becoming an expert in ACS Services, ensuring the team is seen as role models and advisors within Oracle

• Providing accurate and timely sales forecasts and other information

• Working with and influencing the activities of designated Partners if required

• Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the customer’s businesses

 

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 opportunity pipeline to achieve quota

• Accurate management 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 accounts

• Ensure sales forecasting systems and reporting is accurate and maintained up to date

• Write proposals with input from all relevant experts and in line with Oracle standards

• Obtain appropriate management approval for proposals where required

• Ensure that contracts are legally compliant and commercially viable in conjunction with Oracle Business Practices

• Operate in line and maintain compliance with Oracle’s business processes, procedures and policies

• Identify, maintain and deploy an internal network of people who can support achievement of plans

• Create and communicate reference sites

 

Profile:

• A professional with a technical background (IT, Computer Science) or with an economical background, with a good technical understanding (IT, Computer Science)

• Team player with strong interpersonal communication skills

• Enthusiastic and outgoing personality

• Is self-motivated and maintains high levels of energy

• Has an ambitious winner personality

• Has a proven track record of new business and new customer acquisition

• Has 3 years of Direct Sales experience in IT sector products or services

• Has a good ratio of result-to-target over the past 3 years

• Ideally knows Oracle products and services

• Must be fluent in Dutch and English. Speaking French is a pre.

• Has strong presentation, organisation, co-ordination and negotiation skills

• Has good business acumen

• Works with setting priorities and creation of sales-related business plans

• Easily adapts to changes and to cultural differences

• Familiar with the culture of a US Company and following its Business Ethics and Conducts

• Is willing to travel

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).