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Senior Director Sales Representative

Job Description

All over the world, people's lives are better because of Oracle. Want to make a difference? Join our company of change-makers.

From Oracle to culinary school and back again. Bonnie Carlson Kaypaghian uses the skills she learned to create recipes for her daughter’s Type 1 Diabetes and has written a cookbook to share with the world.

Preferred Qualifications

Oracle Linux and Oracle VM, ISV & Managed & Hosted Services Cloud Platform Senior Field Sales Person for UK, & Northern Europe 

Oracle seeks an experienced Senior ISV, Managed & Hosted Cloud Services Platform Field Sales Person, to join its dynamic and growing Oracle Virtualization & Linux Infrastructure Software sales organization, covering U.K. & Northern Europe. This person will bring with them key relationships with organisations and manufacturers that have their own go to market sales routes, selling their own I.P. as hosted services, software, hardware devices. To leverage these relationships to sell Oracle Linux and Oracle VM Hybrid Infrastructure to such organisations to include them into their technologies. This person must demonstrate at least 7 to 10 years’ experience in developing and managing complex long-term relationships and sales cycles backed up by industry recognised sales methodology such as infomentis. This person must be able to demonstrate value-based selling versus product-based selling. This person must be able to demonstrate strong executive C level engagement and influence, fostering trust-based relationships that result in strong long-term partnerships with Oracle Linux. This person must demonstrate strong leadership by influence skills as they will be required to leverage the wider Oracle organisation to maximise success. Team player and contributor is of high importance for success, hence is very important and this person must be able to show this.

  • Personally engage (own the relationship) with key tier 1 Managed Services (MSP-GSI), Managed Cloud Hosting (IaaS, Paas, XaaS), ISV, and IHV companies, to create and present compelling business Impact TCO/ROI and key business outcome proposals.
  • Increase loyalty, activation and adoption of Oracle Linux & Oracle VM to include into non Oracle 3rd party services, software, hardware and devices.
  • Create high value relationship based sustainable pipeline.
  • Create a mix of short, medium and long-term opportunities.
  • Close significant deals to meet quarterly and annual quota targets.
  • This is a prime quota carrying role, not overlay, and must be able to drive quick & efficient sales cycles. Deliver quota on target or above every quarter.
  • Create net new relationships at C level in tier 1 companies throughout India and South Asia for Oracle to foster net new opportunities.
  • Demonstrate a thorough knowledge of Cloud hosting, ISVs, Managed Services (GSI – MSP) and the market dynamics for targeted growth.
  • Forecast weekly with consistent accuracy of +/- 5% with justification.

  • 10 to 15 years experience in the IT industry or vertical market
  • 7 to 5 years min experience in selling technologies for a key blue-chip vendor in new product sales or mature well known start-up, with advanced level prospecting and qualification experience.
  • Mandatory to Speak excellent fluent English.
  • Able to learn and understand product solutions and features with eexcellent verbal and written communication skills to translate into business value.
  • Ability to understand customer's industry and core business processes
  • Strong needs analysis, positioning, business justification and closing skills
  • Effective sales, marketing and project management skills
  • Ability to work in a team environment.
  • Willing to travel is required as 50% percentage of the job required to travel as and when pandemic restrictions allow.
  • 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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

    Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner.12 years applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s 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.

    As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).




    :GB-United Kingdom

    Other Locations

    :FI-Finland, NO-Norway, NL-Netherlands, SE-Sweden, DK-Denmark:




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