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Job Description

Manages sales of the organization’s services (e.g., maintenance and service contracts). Group is responsible for developing new accounts and/or expanding existing accounts within an established geographic territory, industry, product segment or channel, specifically Federal/Department of Defense.

Incumbents at the Manager level should manage 2 or more individual contributors (Services Sales Reps) and will carry their own quota. Manager may be responsible for attaining sales objectives on branch/area basis. Responsible for a very limited territory/industry/product line. Ensures that operational policies are followed. Leads a specialized area which may have diverse functional elements. Responsible for business results, costs, and people management. Manages tasks and projects, as defined by senior management, to meet business targets. Manages subordinates to meet business targets and best practice solutions as set by higher management. Responsible for the delivery of a service to agreed standards or service levels in coordination with the delivery leads.

Relevant experience needed: 5 years of experience managing a team; 2 years of federal industry, DOD, sales experience; 2+ years’ experience selling Oracle services with strong awareness of Oracle’s sales structure

Career Level - M3

Responsibilities

• Manage a group of sales reps, driving success

• Responsible for the growth of the Oracle business, including achievement of quota

• Responsibilities include net new sales and renewals

• Uncover new business opportunities.

• Engage with customers and Oracle through all phases of the deal life cycle including discovery, solutioning, proposal work, terms negotiations, award, and post-award

• Lead and mentor the sales team in Oracle deal strategy

• Enable the sales team and personally contribute to meeting the defined Oracle financial targets

• Lead terms negotiations when required

• Present our key value and capabilities to all of Oracle’s customers aligned to the assigned territory

• Maintain and develop relationships with Oracle executive leadership and Oracle Sales

• Develop and execute customer engagement strategies to drive Oracle revenue

• Educate sales team on new service offerings and product updates

• Enable sales team to properly position Oracle in the market, ensuring the sales team contributes to pipeline generation that yield desired results

• Collaborate on marketing initiatives

• Stay on top of industry trends and new practices to enhance program process and maintain overall competitiveness within the marketplace

Key Sills and Qualifications:

• 5 years of experience managing a team

• 2 years of federal industry, DOD, sales experience

• 2+ years’ experience selling Oracle services with strong awareness of Oracle’s sales structure .

• Excellent communication including presentation and executive engagement skills

• Excellent negotiation skills

• Strong grasp of Oracle’s terms and conditions

• Knowledge of Oracle products across the entire stack including on-premise software and hardware, and Oracle cloud including IAAS, PAAS, and SAAS

• The ideal candidate has a track record of closing deals, generating Oracle leads, and selling in a consultative manner.

• Ability to maintain and build relationships with senior leaders and executive sponsors

• Team player who is able to work effectively and collaboratively across all departments to meet goals

• Extremely detail-oriented and results-driven

• Highly energetic, adaptable, and able to thrive in a dynamic, fast-paced environment

• A self-starter that can thrive in a fast-paced environment

• Strong sales leadership capabilities

• Ability to travel up to 75%

#LI-DNI

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range: from $126,600 to $207,400 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 50/50.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

1. Medical, dental, and vision insurance, including expert medical opinion

2. Short term disability and long term disability

3. Life insurance and AD&D

4. Supplemental life insurance (Employee/Spouse/Child)

5. Health care and dependent care Flexible Spending Accounts

6. Pre-tax commuter and parking benefits

7. 401(k) Savings and Investment Plan with company match

8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

9. 11 paid holidays

10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

11. Paid parental leave

12. Adoption assistance

13. Employee Stock Purchase Plan

14. Financial planning and group legal

15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

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Disclaimer:

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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

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