Director - Sales - Oracle - North Ryde

Job description
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 business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience including 9 years of sales experience. 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.

Job Summary



This senior field sales job is responsible for planning, delivering and growing license revenues in Oracle Financial Services Analytical Applications line of business.


Scope
· Reports to Line of Business Sales Head

· Has no direct reports, but leads the activities of virtual teams in sales engagements

· Works on a defined set of Accounts or Geography for Oracle Financial Services Analytical Applications LOB

· Works to identify all prospects (including existing Oracle customers) for developing and managing a healthy opportunity pipeline

· Works with appropriate Oracle Partners

· Works with other Lines of Business (LOBs)

· Works towards an allocated Licence Sales Revenue target
Major Duties and Responsibilities


· Winning new OFSAA licence sales revenue in-line with targets

· Developing a strategy and sales plan for multi-year execution

· Developing profiles of target territory or Accounts

· Generating and following up on leads

· Qualifying leads and prioritizing opportunities

· Produce an accurate weekly forecast and pipeline.

· Driving the implementation of sales and marketing campaigns

· Create Value Propositions and communicate the benefits of these to the market/prospects.

· Deliver and co-ordinate customer presentations and demonstrations

· Marshalling internal and Partner resources in the sales cycle

· Working with, and influencing the activities of Oracle Partners and maintaining an awareness of Partner Competence and capability

· Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required

· Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle in the sales cycle

· Negotiate, establish and maintain contractual agreements between Oracle and the Customers

· Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to Financial Services Industry

· Maintaining an awareness of Oracle's current and future application products and services

· Maintaining an understanding of competitive activity and industry trends relevant to Financial Services Analytical Applications Industry

Required Skills



§ Leadership skills – Ability to lead and influence across LOB/BU geographically dispersed team without having a direct reporting line. Ability to lead and influence C-level executives of Customers and Prospects

§ Domain Knowledge – Demonstrable understanding of Banking and Financial Services Analytics requirements in the industry in areas of Risk, Finance, Customer Insights and performance. Demonstrated ability to engage C-Level Executives (Chief Financial Officer, Chief Marketing Office, Chief Risk Office and Chief Data Officer) in Banks on current trends in use of analytics to transform the banking business.

§ Business Acumen sufficient to display authority, gain confidence and build trust through a significant understanding of the industry trends in analytics and big data when positioning Oracle’s organization and capabilities.

§ Strong communication skills – Proficient in English. Able to clearly express complex ideas and solutions both written and verbal to all audiences. Demonstrates an ability to anticipate, and respond to, reactions, attitudes, views and feelings of individuals and groups. Ability and courage to call high in accounts and within Oracle. An ability to strategize about people we are selling to and how Oracle products fit into their organizations instead of focusing on the functionality of the products.

§ Conflict Management - Able to use a win-win approach to resolve controversy; stay objective and fair when dealing with sensitive situations; maintain constructive working relationships despite disagreement. Ability to ask customers difficult and uncomfortable questions in order to close gaps in information.

§ Decision Making & Problem Solving - Able to take action in solving problems while exhibiting judgment and a realistic understanding of issues; able to use reason, even when dealing with emotional topics; review facts and weigh options.

§ Influence and Persuasion - Able to convince others in both positive and negative circumstances; use tact when expressing ideas or options; present new ideas to authority figures; adapt presentations to suit a particular audience; respond to objections successfully.

§ Integrity - Able to be tactful, maintain confidences, and foster an ethical work environment; prevent inappropriate behavior by coworkers; give proper credit to others; handle all situations honestly.

§ Teamwork - Able to share due credit with coworkers; display enthusiasm and promote a friendly group working environment; work closely with other departments as necessary' support group decisions and solicit options from coworkers; display team spirit.

§ Negotiating - Able to obtain agreement from multiple parties; earn trust while working out a deal; use good timing and carefully calculated strategies when bargaining; communicate high value of services; identify hidden agendas that might interfere with resolution of terms.

§ Planning, Prioritizing & Goal Setting - Able to prepare for emerging customer needs; manage multiple sales cycles; balance between short terms sales execution and long term sales planning

§ Knowledge of other world regions, cultures, languages, economies, business practices and available data sources in an international/global environment.

§ Relationship Management - Able to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust; help others. Develops and maintains significant high-level customer executive relationships.





Requirements

§ BS or BA degree. Masters degree is a plus.

§ At least 15+ years selling and account relationship management and leadership experience.

§ History and track record of achievement of revenue objectives.

§ Demonstrated ability to develop and implement business/account plans.

§ Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results.

§ Excellent presentation skills.

§ Experience of managing outcomes in a virtual collaborative setting.

§ Strong team building skills and ability to resolve conflict situations.

§ Superior professional presence and business acumen.

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