ERPM Account Executive - Manufacturing, Retail and Distribution TerritoryCloud computing is triggering a stunning shift in how businesses operate and at Oracle, we are fortunate to be leading the change. Think big and embrace modern selling with the largest and most comprehensive SaaS portfolio in the marketIf you are looking to take the next step in your career by offering great effective, efficient, and commercially viable solutions to your clients, then one of our cloud sales roles could be your springboard to success.In today’s economic environment, businesses are under extreme pressure to increase revenue and drive profitability, while decreasing costs, optimizing resource utilization and increasing corporate governance.Companies need systems to improve the way they run their business: better productivity, better management of resources, bigger margins, and better view of inventories, better control of costs, bigger revenues, and better relationships with suppliers & customers, etc.So if you want to engage in C level business discussions, be disruptive, be differentiated against your competition, work in a territory that is laden with opportunity, have the best Pre-Sales resources in the market, engage with Partners who have template solutions and you want to talk to business people about value and outcomes, then ERP / EPM and SPM offer all of the above.We are looking for an entrepreneurial-style Application Sales Account Executive for Oracle’s ERP/EPM Sales team. Someone with drive, who will walk through brick walls without having to be asked to achieve whatever goal is in front of them. This role is perfect for someone inherently curious. A person who loves what they do and devours information related to their field, their profession and their craft. They read about it, study it, talk to other people about it, immerse themselves in it continuously. And work proactively to stay current in it.The successful applicant will be a hunter with the aptitude to grow our customer base and create scalable volume business. As a Prime Sales Representative you will assemble people from various departments to work toward a common goal in an efficient manner. This includes influencing customers and selling them the relevant product(s) for their needs. Your ability to influence the decision makers will be paramount to the customer selecting our product suite over the competition.Primary job duty is to sell ERP, SPM and SCM software/solutions and related services to prospective and existing customers, driving increased revenues of our Modern SaaS Applications across a defined territory of accounts and enabling our customers to deliver the experience their customers expect.CORE RESPONSIBILITIES:•Winning new SaaS revenue in ERP/EPM and SCM•Call on senior-level executive contacts (CMO, CEO, CFO, VP Sales)•Developing a strategy and sales plan to address the designated territory coverage•Developing profiles of targeted accounts within the assigned territory•Defining appropriate Enterprise Sales Industry Value Propositions•Driving the implementation of sales campaigns•Generating and following up on leads. Qualifying leads and prioritizing opportunities.•Marshaling internal and Partner resources to conduct campaigns.•Identifying and working with the appropriate people in Oracle and the Customer.•Developing, extending and maintaining relationships with the appropriate Oracle staff.•Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.•Working with, and influencing the activities of Oracle Partners as appropriate.•Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector.•Maintaining an awareness of Oracle's current and future products and services.•Maintaining a complete and up-to-date understanding of competition in ERP, EPM and SCM line, and able to influence the sales process for developing proactive and counter actions for winning the deal.ADDITIONAL ACCOUNTIBILITIES:•Research and communicate current industry trends, drivers and potential.•Translate Oracle's Strategy and Marketing Messages to the market.•Create Value Propositions and communicate the benefits of these to the market.•Design sales campaigns and put teams and task forces together to deliver them.•Work with appropriate people to co-ordinate marketing activities in order to generate leads.•Produce an accurate weekly forecast and pipeline using appropriate internal systems.•Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required.•Establish and maintain contractual agreements between Oracle and the Customers.•Maintain contact with accounts through proper means of relationship building methods, as and when needed.•Maintaining an awareness of Partner competence and capability.•Operate in line with Oracle's business processes and procedures.•Deliver and co-ordinate customer presentations and demonstrations.•Attend to relevant industry/subject forums for competence building.SALES COMPETENCIES AND REQUIREMENTS:•5+ years of SaaS sales experience•Customer Needs Analysis•Consultative Selling•Knowledge on the needs and trends of at least one major industry line (Finance, Telco, Retail)•Sales Process Acumen•Competitive Awareness•Successful sales track record•Bachelor degree or equivalent.•Ability to offer unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch to highlight customer benefits before supplier strengths•Adept at driving two way communication by clearly articulating value proposition and teaching to customer’s pain points•Can quickly develop a deep knowledge of customer’s business and discuss issues from multiple angles•You keenly track economic and industry activity and understands its implications on customer business•You understand the decision making process and have the ability to influence key decision makers•Experience selling high end software solutions or consulting services to enterprise and mid market companies•Ability to adapt to a rapidly changing, progressive organization•Ability to work independently and with a team•Experience leveraging social media to drive contacts•Ability to accurately forecast, and successfully close new business.•Business development, prospecting and presentation skills.As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).To apply, connect with us and register your CVAs part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Detailed Description and Job Requirements
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.
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. 8 years applicable experience including 7 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.
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