Cloud Platform Sales Director at Oracle

RESPONSIBILITIES:

• Achieve Cloud Platform sales goals including sales revenue and margin
• Lead, manage and develop a high performance sales team
• To develop and manage sales pipelines, product mix, revenue and margin
• To build and maintain executive customer relationships
• Direct involvement with the Cloud Platform Sales teams providing end-to-end sales experience and subject matter expertise
• Develop, recommend and implement a comprehensive sales strategy for the territory in agreement with regional sales management
• Works with Oracle’s channel sales teams to identify, recruit and engage resellers and other partners to develop and grow a sustainable Oracle business with our partners
• Collaborates with other Oracle LOB’s to create a unique value proposition for the customers
• Provide accurate forecast and pipeline information
• Build strong relationships with key customers and key partners
• Overall responsibility for the regions sales, third party alliances, and customer satisfaction
• Develops and implements a comprehensive strategy that maximizes Oracle’s opportunities across all products and product lines
• Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process
• May manage a Regional Manager or Branch Manager
• Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale
• Participates in strategic and tactical planning for the division
• Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans
• Develops and execute a territory plan to maximize revenue
• Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis
• Manages escalation
• Conducts weekly progress meetings with sales team
• Assists in the development of short, medium, and long term plans to achieve strategic objectives
• Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met

SCOPE:

• Act as the Cloud Platform Sales Leader and Evangelist
• Ensure account plans are in place and kept up to date for all direct touch accounts
• Work with Oracle partner sales organization to ensure selected channel partners drive Oracle Cloud Platform opportunities
• Facilitate knowledge transfer to customers and channel partners
• Driving the implementation of sales and marketing campaigns in the territory
• Marshalling internal and partner resources to conduct campaigns/ sales cycles
• Identifying and working with the appropriate people in Oracle and the Customer
• Developing, extending and maintaining relationships with the appropriate staff
• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
• Maintaining an understanding of Oracle’s strategic direction and interpreting its relevance to the industry sector
• Maintaining an excellent awareness of Oracle’s current and future technology products and services
• Ensure sales teams are participating in regular and structured training on products, solutions, soft skills, sales skills, business expertise etc
• Drive regular structured performance reviews of the sales teams

ESSENTIAL SKILLS:

• An experienced professional with a proven track record of success in business and sales management
• Full understanding of technology industry practices, dynamics, and market trends
• 10 years of related sales and management experience
• Bachelor’s Degree or higher
• Excellent oral, written, and presentation skills
• Ability to communicate at executive and CxO level
• An understanding of key business drivers for demand in the server and storage markets.
• Ability to prioritize activities & business opportunities and to leverage other functions within the organization
• Ability to influence thinking or gain acceptance of others in sensitive situations important
• Ability to hire and train new sales representatives
• Ability to resolve customer satisfaction issues
• Demonstrated leadership skills
• Ability to negotiate price, other concessions and terms and conditions
• Strong quantitative, analytical and conflict resolution abilities
• Frequent travel required

Detailed Description and Job Requirements

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle

• opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.