Oracle Regional Sales Manager Cloud, Commercial in Boston, Massachusetts
The primary focus is to plan, manage and develop a team of OD Prime Sales Representatives. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across a subset of products, product lines or services directly or via partners to small-and medium sized accounts.
Manages a team of OD prime sales representatives for a territory/region. Participates as a team member in strategic and tactical planning for the division. Develops working relationships with license, consulting, education, and/or support field managers to develop joint account plans. Develops and executes strategic plans utilizing resources from various marketing and sales functions to maximize revenue with frequent guidance from the area manager or director. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and provides hiring recommendations to senior management. Handles escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensure customer satisfaction. Conducts sales forecasts, territory planning, demand generation, deal strategy development and trend analysis.
Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. Thorough understanding of Oracle's products and services. Ability to lead sales team in all areas of the sales cycle. Effective written and verbal communication skills. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical, and conflict resolution ability. Degree in Business or Computer Science 5 years sales or sales management experience.
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The ideal candidate for the Regional Sales Manager Cloud - Commercial role will have a strong technology background and a passion for helping customers transition to the Cloud. This role requires knowledge of the marketplace and focus on selling business outcomes through Oracle's Cloud portfolio.
The Sales Manager is an expert in resource utilization and a mentor to direct reports. The primary focus of the role is to evangelize a complete Oracle Cloud Solution, drive aggressive customer acquisitions and cloud services consumption growth, strategically plan and execute regional sales programs, and act as a technical/sales strategist in competitive situations.
Specific areas of focus include:
IaaS – Infrastructure as a Service (OCI), Platform as a Service (PaaS), Analytics, Applications Workload moves to cloud, as well as Cloud Native Application Development including Mobile Cloud Services and Autonomous Technology initiatives.
Overall responsibility for the regions sales, third party alliances, and customer satisfaction surrounding Oracle growing Cloud Infrastructure and Platform Services portfolio.
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.
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 effective working relationships with license, consulting and education field managers in the respective territory to develop joint account plans.
Develops and executes 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.
2-5 years Technology / Cloud Sales Management experience.
Ability to hire and train top Talent, new sales representatives
Ability to resolve customer satisfaction issues, customer priorities
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.
Experience selling Public Cloud Infrastructure or strongly related services at other cloud based companies
Other Preferred Skills and Experience
5-7+ years of direct sales experience with large quotas and proven success
1-3 years leading and Managing Sales Team of technology sales professionals and supporting functions such as inside sales, pre-sales engineers, Cloud, marketing and channels
Experience selling outsourcing solutions or services to Vertical Industries (Financial Services, Life Sciences, Retail, Telecom, etc.); specific knowledge of business drivers and adoption patterns will be given special consideration
Demonstrated ability to influence different buying personas (LOB Execs, IT, Operations, Development, etc.) within the Fortune 500 enterprise
Expert understanding and the ability to effectively evangelize multiple cloud adoption patterns including Hybrid, Data Center and Application Modernization, re-platforming, Cloud Native, Web-scale and High-Availability
Practical understanding of the concepts surrounding DevOps, Continuous Integration, Micro Services and their impact to organizational change
Diversity and Inclusion:
An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.
In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.
Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.
At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.
That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
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 will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
* Which includes being a United States Affirmative Action Employer
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