- Entry level
- No Education
- Salary to negotiate
- North Ryde
Customer Experience (CX) - Enterprise Sales Director Northern Region-1700174W Preferred Qualifications
KEY OBJECTIVEThis role will provide leadership for Oracle's Customer Experience (CX) Enterprise Sales Team based in Melbourne, Perth and Adelaide. SPECIFIC RESPONSIBILITIESGeographical Leadership - represent Oracle Applications in the ANZ market, to customers, system integration partners, prospects, internal stakeholders, industry associations, and the media Thought Leadership - provide insight into the local Applications market, map our offerings to local market needs Business Plan - develop and execute our plan to dominate the ANZ software market in Applications in collaboration with the solution strategy team Territory Management - identify the market, target organisations, and segment according to your chosen go to market model Personnel Development - target, recruit and develop a local sales and solution teamSales Incentive Planning - manage team quota achievement Generate Demand - develop senior executive relationships within target accounts in the designated territory Campaign Development & Execution - collaborate with the solution strategy team to develop marketing and PR campaigns in the local market Strategic Sales - personally engage in the most strategic sales engagements, ensuring maximum sales conversion Pipeline & Forecast Management - accurately manage sales reporting on opportunity qualification and sales forecasting Customer Relationship Management - manage ongoing relationships with senior customers Customer Referencability - ensure maximum customer referencability from sales through quality of delivery and relationship management Stakeholder Management - manage stakeholder relationships internally, both with the regional Apps & Tech sales organisationsBusiness Practice Management - ensure the sales team adhere to company policy on pricing, approvals, and contracting. RELEVANT EXPERIENCE and TRAININGSales experience – sales management experience, in a enterprise applications environment ideally.Financial management capability – Demonstrated ability to manage sales pipeline and deliver accurate forecasts.Sales experience – Track record of personally delivering sales success on a consistent basis and quota exceeding $3million per annumIndustry experience – significant Apps sales experienceCX, CRM, Contact Centre or similar customer oriented business apps knowledgeBusiness planning capability – Demonstrated ability to articulate a strategy and plan to build a sales business based on financial objectives, territory planning, marketing plans, etc. Detailed Description and Job Requirements 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
About the company
The Oracle Corporation is an American global computer technology corporation, headquartered in Redwood City, California. The company primarily specializes in developing and marketing computer hardware systems and enterprise software products – particularly its own brands of database management systems. In 2011 Oracle was the second-largest software maker by revenue, after Microsoft.
The company also develops and builds tools for database development and systems of middle-tier software, enterprise resource planning (ERP) software, customer relationship management (CRM) software and supply chain management (SCM) software.