职位详情

SUMMARY:Does being a part ofhelping clients go through digital transformations and moving to the cloud exciteyou? Do you have a passion for helpingorganizations on their journey to the cloud, to secure, improve, move andgovern their data capital assets both on-premise and on the cloud? Does cutting through short term ambiguityfor longer term vision come as second nature to you? If you answered‘Yes’ to all of these questions then this could be you! Oracle has transformed the enterprise softwaremarket with cloud computing and data driven innovation. We've launched businessapps and platforms that are as easy to use and have a differentiated advantagein being able to offer an identical portfolio of infrastructure and platforms servicesfor end-to-end data management both on-premise and on-the-cloud. The role of thetraditional, on-premise only DB Software sales executive is changing as wepivot to the next generation of cloud computing, which will dramaticallyincrease our addressable market reach and wallet share.As a SalesExecutive, you will demonstrate this value by helping our database install basecustomers move not just their database, but targeting all their workloads, bothOracle and non-Oracle to the cloud. This person will beinstrumental in increasing Hardware bookings as well as Databaselicense revenues. They will work closelywith enterprise clients in selling them new services, as well as bringing in netnew business in their territory.Responsibilities:·Define strategies and act togenerate long term and short term customer success and business results.·To exceed quarterly salestargets by selling Oracle Hardware and Exadata into named accountsand/or within an assigned geographical or vertical market. ·Manage the entire sales processto ensure delivery against key performance metrics, with a strong emphasis onnew business sales, while expanding existing accounts.·Territory identification andresearch, to formalize a go to market territory strategy and create qualifiedtarget account list within 30 days.·Pipeline development through acombination of cold calling, email campaigns and market sectorknowledge/intelligence. Adequate pipelineto ensure over-achievement within the designated territory·Engage with prospectorganizations to position the Oracle solution through value based selling,business case definition, ROI analysis, references and analyst data.·Manage the end to end salesprocess through engagement of appropriate resources such as Pre SalesConsultants, Business Development Consultants, Oracle Consulting, Executivesand Partners etc., and through effective utilization of selling tools such asEngineered selling process (ESPs), Customer 360, etc.·Daily update of the OracleSales Cloud system with accurate customer and pipeline data.·Accurate monthly forecastingand revenue delivery.Continuous improvement in self-research, learning and readiness onthe new product offeringsWorkingclosely with customer success managers ensuring the hardware customersare deriving value from their investments and ensure very highsubscription renewal rates.·Minimum of 8 years of relevantexperience in selling enterprise software solutions or services.·Successful history of netdirect new business sales, with the ability to prove consistent overachievement against targets.·Ability to build reciprocalrelationships with different parts of the business, partners and customers andidentifies synergies across LOBs and acts on opportunities to integratebusiness, with credibility at all levels, including Lines of Business and CxO.Solid understanding of the ITindustry Cloud landscape and market·Sales experience with a Cloudvendor would be beneficial·Competencies in building valueproposition and positioning strong proposals.·Strong interpersonal skillswith proven ability to communicate across all levels and effectively adapts tovaried situations·Be creative with strong problemsolving skills and the ability to adapt and succeed in a fast paced andambiguous environment.·Proven ability to work well aspart of an extended sales team.