Oracle Senior Director, Sales Acceleration/Program Management - Oracle Linux & Virtualization Sales in Quincy, Massachusetts
Overlay sales personnel providing specialist product expertise to the sales force.
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
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 Director, Sales Acceleration /Program Management Oracle Linux & Virtualization Sales
Competitive and economic pressures are driving business demands for speed and agility. The complexity and high total cost of traditional infrastructure software combined with the shift to hybrid on-premises and cloud implementations has driven the need for a common operating environment that can transcend both and enables the cloud native development, innovation and continuous deployment practices that are fast becoming the new norm. The reasons are clear: Microservices-based applications can increase operational agility and boost productivity for DevOps teams. But many organizations are overwhelmed by the rapidly changing cloud native technology landscape and are not sure how to proceed. Enterprises are seeking innovative ways to change how IT securely operates with public and private clouds working together to deliver services at the lowest total cost. Open Operating Systems, Cloud Native Tools, Containers, and Virtualization are fundamental building blocks for on-premises and cloud. The choices made today directly impact a customer s future cloud success. Optimizing for today while preparing for tomorrow is critical.
Oracle solves this problem with a new cloud native environment based on open source, standards-compliant software. It is backed by enterprise-grade support and features a broad range of deployment options to meet cloud native computing requirements for developers and IT operations personnel. Oracle Linux Cloud Native Environment and Virtualization products provide an open, modern Cloud tested and trusted technology foundation that accelerates path to Public or on-premises cloud.
*Oracle Linux provides *an open, flexible and optimized platform for organizations to meet these objectives by providing optimal application availability and performance while minimizing downtime, reducing security & compliance risk and lowering total operating expense. The Oracle Linux operating system supports the latest Linux capabilities and is optimized to ensure the very best service levels for Oracle and non-Oracle Technology and Applications, Enterprise-class Oracle support meets the exceptionally high standards key to optimally supporting business critical business processes while providing 100% Binary Compatibility with Red Hat Enterprise Linux. Oracle Linux Support magnifies impact with sophisticated high availability, management, monitoring tools, 24x7 problem resolution in 145 countries, premier back porting of bug fixes, and lifetime sustaining support, Oracle Linux is the only major enterprise Linux distribution that publishes all bug fixes and security errata publicly, maximizing flexibility and choice versus other commercial Linux distributions.
Oracle VM dramatically improves business agility and IT performance to deliver applications faster while reducing total cost of service. Oracle VM allows customers to rapidly deploy critical enterprise application and Private Cloud infrastructure in contrast to traditional hardware deployment, bare metal provisioning and competitive virtualization solutions. Deployment of complex application environments can be accelerated 7-10x by use of templates and assemblies. Oracle VM facilitates the deployment and operation of your enterprise applications on a fully certified platform to reduce operations and support costs while simultaneously increasing IT efficiency and agility. Going beyond simple server consolidation, Oracle VM server virtualization is designed to enable rapid enterprise application deployment and simplify lifecycle management. And Oracle VirtualBox provides millions of users with the largest deployed solution for cross-platform virtualization.
- Act as Chief of Staff for Oracle Linux & Virtualization Sales*
- Craft and drive growth initiatives to accelerate new bookings and new customer acquisition
Identify, develop and drive tactical and long term strategic programs and initiatives that accelerate deal generation, increase win rates and enable customer success in key business segments, working in lockstep with Oracle Linux Sales teams, and other Oracle sales pillars, Product Marketing, Product Management and Engineering. Proactively identify sales, product, business and/or performance gaps; leveraging solid sales and management expertise to offer solutions. Ensure external customer satisfaction to build a highly referenceable customer base. Develop and hone the Sales organization s skills, discipline, and instincts leveraging best practices.
Define clear, concise and actionable sales strategy and execution plan
Establish sales management buy-in & success criteria.
Determine and publish Global and sales team goals & success metrics
Ensure sales engagement model is properly resourced (i.e., SC resources, SWAT teams, Engineering)
Identify & publish Sales & SC Best Practices, trends
Collaborate closely with other GSU leaders to establish & adhere to consistent program execution
Establish communication plan, including capture & publishing of customer successes & references
Ongoing communication with sales management on initiative traction, gaps, etc.
Determine target account profiles for program/initiative, assures lists adhere
Work directly with sales teams on target customer identification and account strategies
Provide closed loop requirements/input for customer content, sales & technical enablement, sales tools, etc.
o Define sales enablement requirements and expectations
o Establish sales enablement requirements
o Work with GSU sales leaders to assure proper adoption
o Review and approvecustomer content, sales training, sales enablement, sales tools
- Track and monitor all metrics associated with program/initiative, including top deals, pipe strength/weakness, gaps
Drive GSU pipeline growth (Marketing led, Sales led and Channel led pipeline)
Develop, drive and track execution of global/regional integrated demand generation plans for all GSU products Maximize efficiency and effectiveness through use of common global process, programs and assets.
Develop an integrated demand generation execution plan with clearly defined outcomes in leads, pipeline and revenue with all Stakeholders; Field and Inside Sales, Product and Field Marketing, Product Management, Pre-Sales, etc.
Monitor daily operations and sales cadence
Implement a consistent systematic global process for leads and pipeline management
Work with each GSU operating unit sales leader to tailor the Global plan to fit Regional/team needs/objectives.
Develop and deliver necessary supporting resources and content (e.g. sales training tools and sales collateral/presentation materials) in support of team initiatives/activities.
Assist in x-LOB alignment, tracking of results and integrated demand generation plan execution.
Maintain team focus on common objectives and outcomes of pipeline
Monitor account development plan execution for global top accounts (Oracle Key Accounts, Oracle 2000, Global 2000)
Assist in Business Plan development and execution, Market Assessments and Segmentation
Tracking of KPI attainment
Matrix-manage GSU Regional Field Marketing resources as a single virtual team.
Drive two dimensional specialization, with each Regional resource specializing by Region and by unique Marketing function
Manage initiative specific gap-to-goal plans as necessary
Lead Development of New Sales Plays and Competitive Sales Programs*
- Grow Number of Customer References*
- Lead Development of forward-looking Sales Intelligence*_
Education: Bachelor s degree or equivalent. Advanced degree highly desirable but not mandatory
Industry Experience: A minimum of 10 years in software sales, including at least 3 years in sales management.
Pragmatic, results-orientated leadership experience
o Strong understanding andreputation for building, growing and managing over-achieving sales and/or sales overlay organizations.
o Demonstrated strong leadership and ability to lead individual and team accomplishments.
o Mature management style, instilling a co-operative team oriented culture
o Deep understanding of the large enterprise sales process. Proven ability to initiate the process, shepherd it through gating events, discover and remove barriers to closing. Demonstrated ability to lead, coach and manage the process.
Strong Linux platform, Open Source and Virtualization knowledge/expertise.
Strategic thinker, able to communicate (both written and verbal) effectively across the organization and able to persuade others through presentations, demonstrations and written communication
A history of proactive communication and sharing within a community (internal and external)
Excellent, needs analysis, solution selling & positioning, business justification, closing skills.
Hands-on and entrepreneurial style, personally involved in all elements of managing his/her functional responsibility. Brings a high degree of analytical, personal, and problem solving intelligence, and someone who seeks to develop like-minded senior managers with similar capabilities
Inherent customer-focus. Has achieved success through genuine focus on and concern for customers needs. Must have a solution-orientation to developing and growing client relationships.
Adept at understanding new applications and solutions and determining superior growth strategies.
Able to work effectively across geographic and cultural boundaries,
Strong ability to build sophisticated business plans,new go-to-market modelsindustry and financial analysis, and communicates those plans to partners and customers.
Strong ability to translate technology strategy into business strategy.
A demonstrated ability to add value to the sales process through the development and implementation of a structured selling methodology utilizing scorecards or other measures to ensure the team s success
Demonstrated and proven sales management methodology
Excellent verbal and written communication skills.
The ability to effectively matrix manage and influence across a large complex organization
Location: Flexible within the United States with proximity to a Tier 1 airport.
Position requires regional and global travel.
/Oracle supports workforce diversity and is an equal employment opportunity employer. /
Title: Senior Director, Sales Acceleration/Program Management - Oracle Linux & Virtualization Sales
Location: United States
Requisition ID: 19000XZE
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