Oracle Oracle Cloud Consulting Sales Representative - Central USA / National Accounts - Consulting Sales Rep 4 in Bedford, Massachusetts
Responsible for sales of Oracle consulting services.
Responsible for selling the Oracle consulting services. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
8-12 years of relevant field sales experience. Able to develop strong internal relationships.Able to network and develop strong business relationships with customers such that they turn to Oracle for their resource needs.Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings.Able to generate consulting services and nurture and close the transaction. 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.
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 or any other characteristic protected by law.
Oracle Cloud Consulting Sales Representative - Central USA / National Accounts - Consulting Sales Rep 4
Industry Focus preferred: Financial Service and Entertainment background
Primary Focus is selling CLOUD consulting services, in the areas of IaaS, and PaaS covering all cloud technology areas such as moving Database & Apps workloads to the cloud, Moving Oracle Apps workloads to the cloud, Bansas)I Analytics Cloud, security Cloud, Integration Cloud amongst others.
In addition, the following on premise services are included:
Consulting Services around our Oracle Database technology such Data Center Migrations & Consolidations, Upgrades, High Availability, Disaster recovery.
Consulting services to develop Portal Applications, to build enterprise Integration, and custom development leveraging Java.
Consulting Services around the Oracle Security Products such as GDPR, and Identity Management, Provisioning, & Database Security projects
Consulting services implementing BI solutions, and BI analytics around our OBIEE Reporting and DW platform
The job EXCLUDEs the following:
This job excludes selling Support Related services
This job does not include selling Outsourcing or manage services.
This job does not include selling networking, storage, telecommunications, etc
This job does not include selling functional Application services, such as ERP implementations, HR implementations.
Degree: Computer Science degree;
Business; Engineering or equivalent degree
_Geography: _*- Central USA*
Candidates must be located close to the main geography they will support / cover
Expected to have carried, and be paid variable comp on a personal (not group) quota attainment.
At least 5 years carrying a Consulting Services Quota between $2.5M-5M a year.
Need to demonstrate at least 95% attainment on a consistent basis (at least 3 consecutive years, and must be recent history)
Direct Sales Experience
Minimum of 5 years experience working in a direct field sales role
Experience Selling Cloud Consulting Services
Knowledge of Oracle technology product or equivalent
Consulting Sales Reps are expected to sell multi-million dollar projects in the identified technology areas above.
Majority of the deals Consulting Sales reps sell are expected to be >$250k.
Practical Sales Knowledge & Experience
Candidate must demonstrate that they understand and practice the following traits:
Territory Management & account planning
Ability to segment a market/territory
Ability to define sales & demand generation strategies in each of the target market segments
Ability to prospect to generate leads in each of the market segments
In-depth knowledge of driving the entire sales cycle, including:
o Ability to qualify a customer and opportunity
o Ability to assemble and leverage the pursuit team while keeping control of the deal
o Ability orchestrate discovery meetings and link solutions to customer pain points (Consultative Selling / Value Selling)
o Ability to structure a winning presentation
o Ability to drive relationships with procurement/vendor management to negotiate terms pricing
o Ability to manage to a close plan
o Ability to forecast accurate numbers
o Ability to negotiate contract s terms
Practical knowledge of positioning and selling Projects versus Staff Aug deals
Someone who has primarily positioned and sold project work.
Must demonstrate understanding of Staff Aug versus Project work
Must demonstrate experience selling complex, multi-pillar sales solutions
Must understand selling the value of project management,
Must understand of project implementation methodologies
Relationship building skills
Interpersonal Skills & Abilities:
Excellent communication skills
C-Level interactions in current role
Negotiation & objection handling skills
Strong presentation skills
Leadership & quarterback skills
Title: Oracle Cloud Consulting Sales Representative - Central USA / National Accounts - Consulting Sales Rep 4
Location: United States
Requisition ID: 190005QD