Oracle Senior Sales Director | Oracle Utilities Strategic Accounts in Cupertino, California
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.
Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.
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.
*Senior Sales Director | Oracle Utilities Strategic Accounts *
/US Anywhere / Remote with a high preference for candidates East of MST /
/(prefer CST or EST based candidates)/
Primarily, the Senior Sales Director is responsible for identifying and closing new business opportunities in the utility industry, and for driving cross LOBs engagement and solutions to deliver unique value proposition for clients facing a transformational journey.
Responsible for leading the Oracle team to develop a strategic relationship with key utilities clients in the United States, bringing the full set of UGBU solutions complemented by the broad Oracle portfolio and capabilities.
This role needs to leverage partners, influencers and all available expertise within Oracle (KADs, consulting, presales and sales experts) bringing the right skills to executive engagement (business and finance) as well as technology and delivery.
The Sales Director is required to identify utilities facing a transformational project (Digital transformation, M&A, Consolidation of businesses and systems, large system upgrades), driving the need for a strategic and large engagement with Oracle, and then to master the sale of an entire portfolio of Oracle technologies to that customer (incorporating a large component of UGBU solutions).
The Sales Director needs to be able to develop strategic and tactical plans for target accounts, including resourcing plans for the entirety of the sales cycle. They actively participate in the shaping of the Oracle footprint to be sold, financial construct and lead the sales engagement with an ability to pitch the big picture whilst being able to deep dive into details particularly during contract negotiations.
Strong track record of consultative selling into large accounts (Sales transactions of $100M )
Experience in dealing with executive levels of large utilities
Ability to engage at board level
Demonstrated leadership capabilities (leading a business, region)
Ability to develop and sell a big picture strategy and approach
Strong executive networks in senior executives in the industry
Strong executive networks in ICT Partner organizations.
Experience qualifying prospects and customers; understanding of the sales cycle and process.
Strong Oracle product knowledge.
Assist in the development of short, medium, and long-term plans to achieve strategic objectives.
Regularly interact across functional areas with senior management.
Able to influence thinking or gain acceptance of others in sensitive situations is important.
Interact internally and externally with executive management involving negotiation of difficult matters to influence policy.
Functional expertise and broad company knowledge.
Experience in managing virtual resources, virtual teams, x LOBs.
Ability to develop a very targeted account plan centering on identifying potential prospects for large deals. Create development plan to create and generate pipeline for large deals x LOBs
Presents the Oracle value proposition to customers, based on familiarity with business environment and in-depth knowledge of offerings. Develops ongoing strategic relationships with key customers. Anticipates how customers (potential and existing) can leverage Oracle's solutions to enhance their business results and acts on such opportunities.
Understand and execute upon the derivation of the business case for a Utility to make a major and substantial investment in a single vendor platform.
Adapts a leadership style to fit different situations and focuses individual and group energies on appropriate key objectives. Inspires others to achieve a shared vision and is perceived as a role model throughout the organization.
Encourages new and better ways of operating, allowing for reasonable risk taking. Ensures appropriate support for change, driving key change initiatives. Anticipates impact of change and develops strategies to mitigate risks. Clearly and regularly communicates the benefits and progress of change initiatives.
Holds all parties accountable for their role in the sale, and ensures all parties remain aligned with the whole-of-Oracle outcome being sought.
Identifies external environment conditions that optimize Oracle's potential and sets business plans accordingly. Generates alternative plans to achieve objectives when faced with a changing internal and external environment.
Expands business networks through close professional relationships. Pursues highest value alliances. Acts as a role model for building quick rapport and constructive resolution of differences. Has the presence and credentials to be a player in the board room of major utilities.
Establishes and supports coaching strategies and processes at an organizational level. Acts as a coach and role model for motivation and development of others.
Expresses and articulates key elements of ideas or concepts (both written and verbal) in a logical, descriptive, and comprehensible manner. Anticipates reactions and responds appropriately.
Ability to write proposals and clear business justifications.
Displays authority, confidence, and a significant understanding of customer's business strategies and industry trends when positioning Oracle's capabilities. Develops significant high-level customer contacts and relationships.
Influencing & Negotiation
Identifies others' needs and personal styles and links own views or position to those interests, desires, or goals to actively influence outcomes. Generates creative solutions in such a way that others choose to change their perceptions.
Exhibits high levels of energy and resolve in successfully delivering results. Accepts full accountability for delivering results. Consistently delivers results beyond expectations.
Demonstrates comprehensive knowledge of the competitive environment and successfully preempts objections. Sources current competitive information to develop competitive strategies. Out-engineers the competition in terms of creating value propositions unique to Oracle that cannot be matched by those competitors.
Partner Management & Development
Initiates activities to develop partner contacts to a significant level. Jointly develops strategies for developing capability. Develops significant network of influential contacts within Oracle for partners.
Promoting Business Ethics
Encourages open, honest, and confidential dialogue without retaliation. Actively uses Oracle's Code of Ethics and Business Conduct in day-to-day activities and encourages employees and management staff to do the same. Ensures availability of compliance and ethics resources and support.
Exhibits, promotes and supports ethical behavior and business practices, encouraging and leading others to comply with Oracle's Code of Ethics and Business Conduct and provides resources and support for doing so.
Title: Senior Sales Director | Oracle Utilities Strategic Accounts
Location: United States
Requisition ID: 1900117N
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