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Oracle Sr. Global Sales Director - Global Accounts Team 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.

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 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.

Major Hotel Chain, Leadership Role

Sr. Global Sales Director, Global Accounts Team

Oracle HGBU F&B is in search of a Sr. Global Sales

Director, Global Accounts Team, for one of our Major Hotel Chain accounts. This

position will be remote and have the ability to travel as required to meet the

demands of the business.

As the Sr. Global Account Director for one of Oracle s HGBU

F&B major international accounts, you will be responsible for leading and

growing a global book of business and delivering on annual sales and revenue

targets that grow the global book of business. This will also focus on the development of direct reports enabling them

to secure and expand business.

The Sr. Global Account Director role includes owning and

building executive level relationships throughout this major Hotel Chain. As part of the relationships the leader will

work the various levels within the client to grow the Oracle HGBU F&B

relationship in support of the client s mission.

Responsibilities of the Sr. Global Account Director include;

Strong sales leadership skills

Establishment of credible sales leadership,

building strong competitive attack teams

Build sales teams that deliver growth results

against assigned business targets

Provide market leadership to the business teams

as a subject matter expert through the entire sales cycle

Execute tactical and strategic sales account

plans for existing and new clients in order to achieve the revenue targets

(quota) as directed by the Business. This includes the handling of customer

queries effectively and dealing with objections during the sales process.

Establish and maintain a high level of positive

and effective contact with key customers, agents, lead generators and others to

enhance sales opportunities for new and continuing business development and

major key accounts within the portfolio

Establish ongoing agreement structure within business

and legal guidelines of HGBU F&B standard practices

Develop and manage a robust pipeline of sales

opportunities through the entire sales cycle

Own and

provide leadership to the various business teams as a subject matter expert

through the entire sales cycle

Maintain up to date and accurate customer sales

records, expense plans, budgets and related databases. Responds to customers

RFP/RFI Requests in a timely and professional manner to facilitate success

Maintain constant awareness of markets,

competitor activities and problems within assigned customer base, recognize

trends that develop, and make appropriate strategic and tactical

sales/marketing recommendations

Identify opportunities for improvement processes

in general working practices and team efficiency

Work closely with and maintain good working

relationships with other functional company departments such as Solutions

Engineering, Professional Services, Strategy and Product Management, Support, Development,

etc., to ensure company requirements are met or exceeded.

Provide business development and thought

leadership through opportunity identification to grow new business, driving new

capabilities and incremental business success

Lead or enable customer product demonstrations

and preparation of detailed proposals that highlight value-oriented features of

our offerings

Display strong communication skills through the

various multiple levels of customer contacts (C-suite executives, business and

technical advocates).

Identification and management of a robust

pipeline of activity which will improve year-to-year business growth

Have strong solution selling skills,

demonstrating strong product knowledge and product/solution currency

Development of strong awareness of the various

competitive products

Required Skills and Experience:

10 years of proven solution Major Account Sales

Management experience

Minimum 3 years of sale experience selling into

the Hospitality, and/or Retail sector

Bachelor s Degree

Ability to understand high-level technology

concepts and communicate to non-IT executives

Expertise in prospecting and developing

relationships with C-Level Executives in IT and Business areas applicable to

stores and ecommerce

Demonstrated quota achievement and territory


Enjoyable personality and aptitude for fun,

team-oriented and competitive environments

Travel 25% as needed ( international travel as well)

Preferred Skills and


Masters or other post-graduate degree a plus

Software / Services selling experience

Aptitude for working within a high profile high

customer touch business

Job: *Sales

Organization: *Oracle

Title: Sr. Global Sales Director - Global Accounts Team

Location: DC,DC-Washington

Requisition ID: 19000M85

Other Locations: US-MN,Minnesota-Minneapolis, United States