Services Sales Representative - SLED

Sales Professional

Seeking an extraordinarily dedicated Sales Professional to join the Oracle Customer Success Services (CSS) business. The position requires a high-reaching, successful sales professional who possesses both effective Account Management and expansion skills combined with exceptional New Business sales abilities. Join this hardworking, highly organized team in furthering the rapid expansion of Oracle's CSS business in the United States. The primary job duty is to sell CSS offerings to prospective and existing customers. Lead sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the customer's service lifecycle. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreements to close the sale.

Oracle is the only provider of fully integrated technology solutions that span both infrastructure and applications. Today's businesses, however, need more than just the best technology solutions. They need a strategic partner to support sustained business growth. Oracle Customer Success Services (CSS) was created to help ensure the customer's ongoing success with our technology. CSS is completely integrated with Oracle's product development teams to help improve the value of the customer's cloud investment. CSS also trains and collaborates with implementers across Oracle's partner ecosystem to ensure the successful setup of Oracle technologies.

Responsibilities

Scope:

• Reports to Regional Sales Director, West SLED Oracle CSS
• Works as a member of the CSS Sales Team
• Works in an assigned geographic and/or vertical territory – CA, NV and AZ State & Local
• Works on both named accounts and green-field new business opportunities
• Supports Oracle's senior management to drive the CSS business in the market

Responsibilities:

• Winning new CSS sales revenue in line with targets
• Developing a strategy and CSS sales plan to address the designated accounts & account list
• Driving the implementation of CSS sales and marketing campaigns
• Generating, maturing and following up on leads
• Identifying and working with the appropriate people within Oracle and the Customer
• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
• Working both independently and with Oracle's XLOB sales forces (SaaS, OCI, Application and Hardware) and key Partners to build pipeline and achieve sales quota
• Create compelling, personalized CSS propositions for targeted prospects and customers
• Become an authority in CSS Services, ensuring the team is seen as exemplars and advisors within Oracle
• Provide accurate and timely sales forecasts and other information
• Initiate demand generation and Marketing programs
• Work with designated Partners as required

Preferred Qualifications

Preferred qualifications:

• 7+ years of sales experience, with a minimum of 5 years of IT products and services sales experience. Prefer experience at a renowned IT company. Strong preference for people with public sector sales experience (State, Local and Higher Education)
• Successful sales track record, having a strong ratio of result-to-target over the past 5 years
• Ability to penetrate accounts, meet with customer decision makers within accounts
• Leading contributor individually and as a team member, providing direction and mentoring to others
• Ability to excel on non-routine and very complex work that involves the application of advanced technical/business skills in area of specialization
• Oracle knowledge and/or knowledge of Oracle's competitors
• Interaction with C-level players
• Teammate with strong interpersonal and communication skills
• Excellent communication, negotiation and closing skills
• Ability to travel up to 50%. Territory is CA
• Bachelor's degree or equivalent experience
• An ambitious winning personality
• Strong presentation, organization and co-ordination skills
• Good eye for business
• Able to set priorities and create sales-related business plans
• Easily adapts to changes and cultural differences

Accountabilities

Overview:

• Achieve and exceed sales quota
• Achieve and exceed other objectives as agreed annually and quarterly
• Work with Sales Management to ensure targets are met and skills are developed

In detail:

• Create and maintain sufficient pipeline to achieve quota
• Accurate completion of sales forecasts, activities and close plans ensuring corrective action is taken as required
• Maintain accurate records of all sales activities and key contacts within the Account base
• Ensure Sales Forecasting systems and reporting is accurate and maintained up to date
• Write proposals with input with relevant expertise in line with Oracle standards
• Ensure Account Plans are in place as required
• Obtain appropriate management approval for proposals where required
• Ensure that contracts are legally compliant and commercially viable in conjunction with Oracle Business Practices
• Identify, maintain and deploy an internal network of people who can support the achievement of plans
• Create and communicate reference sites
• Participate in the development of an industry customer reference program
• Attend, host and speak at events

Location:

Candidate will need to be based in CA, NV or AZ within territory.

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $113,100 to $185,100 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 50/50. Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. Oracle US offers a comprehensive benefits package which includes the following: medical, dental, and vision insurance, including expert medical opinion; short term disability and long term disability; life insurance and AD&D supplemental life insurance (Employee/Spouse/Child); health care and dependent care Flexible Spending Accounts; pre-tax commuter and parking benefits; 401(k) Savings and Investment Plan with company match; paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation. 11 paid holidays; paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours; paid parental leave; adoption assistance; Employee Stock Purchase Plan; financial planning and group legal; voluntary benefits including auto, homeowner and pet insurance.