Account Director - Public Sector

Account Director - Public Sector


Account Director - Public Sector

Details of the offer

Oracle CGBU solution is responsible for the development, marketing, sales of Oracle Communications products, and leads Oracle’s strategy in the communications industry. The Oracle Communications portfolio consists of the following products:
Session Border Control (SBC)
SD-WAN Trunking and migration
SIP Trunking and migration from ISDN
Communication Solutions for Unified Communications
Communication Solutions for Contact Centres
Communications Digital Transformation for the Enterprise
High Security Communication Solutions
The merger of IT and communications is opening up many new opportunities for the CGBU and we are in the process or recruiting to take advantage of this shift.
The Sales Manager (individual contributor) will support the significant investment Oracle has and continues to make in the Communications Market. This position will be accountable for selling our solutions to Enterprise Customers. We have seen a strong demand for our proven communication solutions and this position is aiming to aggressively go after a large, new addressable market.
The Sales Representative will be responsible for selling the Oracle Communications solutions in Australia and New Zealand region.
Scope of the role:
In the Sales role, you will be the sales lead for an amazing solution portfolio into a new addressable market for Oracle Communications and work in close cooperation with your colleagues from other lines of business.
This is very much a hands on role and requires a larger degree of passion, customer intimacy and sales focus. You will be part of the Australia & New Zealand sales team that also includes a very strong presales team. You will join a vibrant team eager for ongoing success and with a clear objective to continue moving the needle.
• Selling Oracle Communications solutions to Enterprise Customers in Australia & New Zealand
• Responsible and accountable for achieving allocated quarterly and annual sales quota for license and first year maintenance.
• Prospect and increase awareness of Oracle Communications’ products in your region, building a sustainable and growing pipeline of opportunities.
• Develop existing Oracle Communications customer relationships in your region and identify expansion opportunities.
• Work in conjunction with Oracle CGBU account teams and other Oracle lines of business to identify opportunities in the Oracle installed base and/or net new accounts.
• Manage and close Oracle Communications sales opportunities through account and opportunity planning and execution.
• Learn and maintain process and functional knowledge and associated business benefits of Oracle Communications products customer references, competitors and industry trends
• Lead the development, presentation and sale of opportunity specific value propositions.
• Negotiate pricing, concessions and contractual agreement to close the sale.
Qualifications and experience required:
• Very successful track record of selling software products in the Enterprise market
• Strong business and technical acumen with a good understanding of the market drivers and company strategies.
• Good knowledge of the Telco Service Providers
• Established relationships at various levels throughout customer organisations, with proven influence on completed sales.
• Strong ability to build a solid pipeline of opportunities
• Proven ability and track record to individually perform all aspects of a sales cycle from gaining initial interest to closure and beyond.
• Consistently achieved or exceeded sales quota objectives.
• Demonstrated success in appropriately utilizing company resources to close business.
Capabilities expected:
• Working within a matrix environment and across other Oracle lines of business as part of an overall solution.
• Proven ability to meet sales objectives
• Bid shaping and business case justification skills
• Excellent interpersonal, presentation and written communication skills.
Detailed Description and Job Requirements
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
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. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracles competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

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  • Manager - Director / Manager - Director - Employment


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