Full Job DescriptionJob Title:
Digital Sales Representative – Cloud
Brief Posting Description:
This position is responsible for identifying, progressing, and closing Cloud opportunities across a portfolio of Broad Market Accounts.
Detailed Description:
A Digital Cloud Sales Representative works to identify, progress and close Oracle IaaS, PaaS, and Autonomous Products opportunities in our assigned set of accounts. 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 cloud sales and business development strategies. Learns the customer’s business and critical strategic imperatives and becomes a trusted advisor to key customer decision makers. Also is able to call on both IT, positioning our Cloud differentiators, and to LOB to map PaaS solutions like DBCS, ADW/ATP, High Performance Computing, and Blockchain to solve modern business problems. 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 quarterly and annual sales goals for both cloud solutions. May need to travel occassionally.
Sales Portfolio:
Infrastructure as a Service (IaaS) – A comprehensive set of integrated, subscription-based infrastructure services that enable businesses to run any workload in an enterprise-grade Generation 2 cloud managed, hosted, and supported by Oracle.
Platform as a Service (PaaS)/ Autonomous Products – These solutions help enterprise IT and key LOB stakeholders rapidly build and deploy rich applications and/or extend 3rd party and Oracle Cloud SaaS apps.
Job Requirements
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and involves problem solving skills during sales engagements. Preference for experience with 4+ years of enterprise cloud sales with ideally a Bachelor of Science/Engineering or Bachelor of Arts degree.
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.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience including 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.
Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle’s product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
Duties and tasks are varied and complex utilizing independent judgment. Fully competent in own area of expertise. May have a project lead role. Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle’s competitors. interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 5+ years relevant sales experience. BS/BA degree or equivalent preferred.
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Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.