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Oracle Sales Director - Major Enterprise Accounts in Bedford, Massachusetts

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. 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.

Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.


The CGBU Sales Director for Enterprise Majors will report directly to the Group Vice President of North America Sales for the Communications Global Business Unit. S/he will be responsible for defining and running the go to market strategy focusing on accelerating the penetration and growth of major named accounts across the financial/healthcare/retail/logistics/pharmaceutical industries, exceeding client expectations and providing leadership and sales management support to a group of senior sales reps.

In this critical sales management role, you will lead a team of sales reps to address the Major Enterprise accounts for Oracle Communications and work in close cooperation with your colleagues from other Oracle lines of business. You will be working with Oracle’s major named enterprise clients across North America. This is a senior role requiring leadership, strategy, go-to-market, and sales execution competencies.


  • Primary responsibility for providing sales and revenue results for Oracle Communications for major enterprise accounts in NA

  • Assuming overall responsibility for developing the sales strategy and execution, the Sales director will be responsible to create customer value; and meet and exceed the territory’s targets for revenue & customer satisfaction

  • Provide leadership for the Sales Reps

  • Build and maintain a high-performance sales team around strategic go-to-market to maximize revenues

  • Expand awareness and penetration of Oracle Communications’ Enterprise products (SBC, SD-WAN, Cloud based Security Shield/Operations Monitoring), building a sustainable pipeline of opportunities.

  • Establish a business plan aligned to the customer base across the assigned accounts with assigned responsibilities and accountabilities, with clearly defined and measurable goals and strategies.

  • Work in conjunction with other Oracle lines of business to identify opportunities in the* *Oracle installed base and/or net new accounts.

  • Lead the development, presentation and sale of opportunity specific value propositions with your team.

  • Drive key sales negotiations, customer pricing and contractual agreements within the sales group.

  • Develop senior-level customer relationships as required working with marketing and sales.


This Sales Director will have experience in large and complex customer relationships, preferably in telecommunications software applications and core technology. Ideally, s/he will be a creator, tinkerer, builder, analyzer, optimizer – someone who instinctively analyzes experiences to determine how to make them better.

  • *

More specifically, s/he will have the experience described below:

  • Passion for and ability to have industry specific consultative conversations regarding business challenges and opportunities building trusted advisory relationships with customers.

  • Deep product and market expertise within the communications vertical, including customer needs, competitive landscape, and key trends in the industry.

  • Proven experience leading end-to-end success of technology solutions across Product and other functions including Marketing, Sales, Service, and/or Support. Has also successfully taken a full portfolio of products & services to market.

  • Client vision & strategy: Will identify and drive the right opportunities for Oracle to innovate, transform and differentiate. Able to make difficult tradeoff decisions.

  • People management experience: 10 years. Proven ability to hire and grow high performers. Ensure excellent execution by team. Ability or experience in operating within a highly distributed workforce / environment.

  • Excellent communication and cross-functional teamwork skills. Able to handle challenging meetings with internal and external executives, in a highly distributed environment.

  • Hands on – not just a leader/talker but also wants to roll up her/his sleeves to get the job done.

  • Demonstrated leadership and people management skills. Strong communication skills, analytical skills, thorough understanding of our technology and industry trends.

  • Consistently achieved or exceeded sales quota objectives.

  • Technical aptitude and business acumen.

  • *


Entrepreneurial. A highly collaborative leader who can navigate different personalities, work well in teams, and believes that Oracle will make a significant positive impact on the client’s business.

A strong focus on ownership and execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced and at times ambiguous environment, ensuring results and deadlines are achieved.

A strong balance of strategic and tactical skills, with a high level of intellectual, agility and capacity for original thought.

An enthusiastic, high-energy and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization.

Focuses on actions and outcomes; driven to over achieve.

An exceptional communicator who can write, present and effectively adjust messages to meet individual audiences and organizations.

Detailed Description and Job Requirements

Overall responsibility for the regions and areas under one group in either technology or application sales, third party alliances, or customer satisfaction. Manages strategically the development and implementation of a comprehensive organizational strategy that maximizes Oracle's opportunities across all products and product lines in a specific geographic or industry area.

As part of the Oracle sales team you will ensure effective senior management of accounts within group which produce mutually rewarding business outcomes and customer satisfaction. Generates business plans that fulfill the organizations strategies, closely monitors and measures activities, plans, and budgets to ensure desired outcomes. Oversees area and regional management of effective account sales and services team. Assists managers to tailor approaches for mobilizing and aligning their teams around organizations strategic intent. Responsible for generating and maintaining at least of six reputable references. Manages the execution and closure of sales opportunities by planning engagement and co-coordination of sales and services team. Introduces ideas and perspectives that ensures focus on activities that produce significant long term company benefit. Balances the needs of key stakeholders inside and outside of Oracle. Partners with services senior management to maximize services solutions. Resolves key customer satisfaction issues.

Assists in the creation of division strategy and consults with senior management in providing direction to ensure growth and financial success. Ensures a consistent approach of organizational policies and procedures. Extensive knowledge of Oracle's sales methodologies, processes, competitive and industry knowledge to sales campaigns and account management. Ability to travel. Successful sales track record in high technology industry. BA/BS degree or equivalent, advanced degree highly desirable.

Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.

Recruiter contact:

Job: *Sales

Organization: *Oracle

Title: Sales Director - Major Enterprise Accounts

Location: United States

Requisition ID: 20000UFN