Oracle Customer Success, Sales Director in Marlborough, Massachusetts
Sales of the organization*s services (e.g., maintenance and service contracts).
Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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.
*CustomerSuccess, Sales Director
OracleAdvanced Customer Success offers value-add services that give you strategicperspective and insight needed for effective transformation. Centered aroundfive fundamental value pillars, these services will help you overcome thechallenges you encounter when trying to maximize your cloud investment.
From planning to optimizing, Oracle Advanced Customer Success spans allphases of the Oracle solution lifecycle, helping customers align their IT andbusiness strategies, maximize system performance, and gain a competitive edge. Oracle Advanced Customer Success helpscustomers proactively manage their Oracle investment for maximum businessresults and sustain value realization through your cloud journey.
THE ADVANCED CUSTOMER SUCCESS ADVANTAGE
With Oracle Advanced Customer Successservices, you receive a level of support and influence no other vendor canprovide.
Throughour services, you gain insight and education based on visibility into theperformance data on Oracle systems. You are kept in the know about what worksand what doesn t and how to avoid risk when trying to achieve results.
OurCustomer Success Managers have the experience on how to drive businesstransformations on these specific products. Customer Success Managers have beenthrough these changes with countless customers trying to achieve the sameoutcomes.
OracleAdvanced Customer Success services were built with customer evolution in mind.We are an always-on service, not bound by a project or statement of work. Thismeans we stay tightly connected to changes in your objectives, challenges, andorganizational shifts.
And,as a service provided by Oracle to its customers, we are close partners withproduct development which means better alignment between your strategic plansand the product roadmap. You gain the advantage of staying ahead of changethepower to understand, leverage, and even lead innovation of the product tomaximize outcomes.
POSITION: Customer Success, Sales Director
REPORTINGRELATIONSHIP: MikeCosenza Sr. Director, Customer Success, Advanced Services Sales
As the Customer Success, Sales Director; you ll be responsible for managingthe entire Customer Success Services business within a defined set of KeyAccounts. Must possess strategic accountplanning and effective presentation skills. Must have strong collaborative skills with both internal and externalpartners. Must have extensive knowledgeof consultative selling of enterprise service solutions within large Fortune100 accounts.
Accountable for achieving bookingand revenue targets for named accounts
Participation in weeklyforecasting calls to provide visibility to leadership of sales pipeline statusand potential to achieve target bookings, as well as upside and downside risksto achieving target bookings
Collaborate and build strongrelationships within internal and external ecosystem ensuring proper engagementwith core teams and customers
Rigid qualification for all theleads and sales opportunities within your territory
Highly trusted individual whomaintains and expects high standards for self and team
Able to work across multi LOBs toprovide holistic solutions to customers
Tight alignment with License SalesLeaders to ensure the inclusion and attached rate in parallel of license salepursuits
Close collaboration with CustomerSuccess Delivery and Contracting teams
Manage entire deal lifecycle fromidentification of opportunity to close
YEAR ONE CRITICAL SUCCESS FACTORS
Meet or exceed revenue/bookingsobjectives
Expand current customer base andincrease net new customers
Continue to grow and build rolling 4Qpipeline
Support of your colleagues anddeveloping ideas to positively impact growth**
PREFERRED SKILLS & EXPERIENCE
Theideal candidate will have extensive experience selling differentiatedservices/support offerings to address multiple customer segments, preferably withinthe SaaS application ecosystem.
Morespecifically, s/he will have the experience described below:
10-12 years of experience in sellingcomplex services solutions in the software industry
Consultative sales experience witha focus on Customer Success Services
History of building trusted advisor relationshipswith customers and internal colleagues
An entrepreneurial mindset,high-energy, and visibly passionate about playing a significant role in a rapidgrowth organization
Superior communication skills,analytical skills, thorough understanding of cloud application technology andtrends
Consistent track record of meeting and exceedingquota and key success metrics
Ability to segment account list,identifying appropriate investment of resources
PREFERRED PERSONAL CHARACTERISTICS AND LEADERSHIP SKILLS
Confident leader that that valueshumility, hard work ethic and supporting colleagues for the greater good of theteam
Big picture thinker that understandsOracle s overall company mission
Believes our services positively impactthe customers business and can effectively articulate the value proposition toan executive audience
A strong focus on ownership andexecution against tight deadlines. Sales Executives will need to diligently managemultiple opportunities at any given time
Displays a balance of strategic andtactical skills, with a high level of intellectual agility and emotionalintelligence
Cross-functional teamwork skills. Able to handle tough conversations andchallenging meetings with internal and external stakeholders
Exceptional communicator who can write,present and adjust messages to meet individual audience and organization srequirements
Focuses on actions and outcomes; drivento overachieve
A Bachelors degree is preferred. An advanced degreeis a plus.**
As part ofOracle's U.S. employment process, candidates will be required to complete abackground check, prior to an offer being extended. These backgroundchecks include:
Social Security Trace (U.S. only)
Criminal Background Check
MotorVehicles Records (U.S. only where required for position)
Oracle is an Equal Employment OpportunityEmployer. All qualified applicants will receive consideration for employmentwithout regard to race, color, religion, sex, national origin, sexualorientation, gender identity, disability and protected veterans status or anyother characteristic protected by law. OracleSupports Workforce Diversity
Title: Customer Success, Sales Director
Location: United States
Requisition ID: 19000LIY
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