In this role you will manage a team of sales reps with responsibility for sales of Oracles tech stack of software products (i.e. Cloud, Mobility, IoT, Database, Middleware, Storage, etc) to ISVs in the Western US region. As part of our Alliances & Channels organization, you will play a key role in driving adoption of Oracles hybrid cloud platform by the ISVs in their development of applications for their clients.
You will have overall responsibility for the regions sales, third party alliances, and customer satisfaction. You will manage and develop a team of sales representatives and you will participate in the strategic and tactical planning for the region. You will develop working relationships with license, consulting and education field managers in the West Region to develop joint account plans. You will need the ability to successfully interact internally with executive management regarding negotiation of complex matters to influence policy.
Your experience in managing teams of direct sales reps, toward attainment of both the overall team quota and their individual quotas, will be a key ingredient of your success in this role.
Preferred Requirements Include
A minimum of 12 years total experience
A minimum of 5 years experience in leading outside direct sales teams
Relevant sales leadership experience in the Software arena is required
Experience with sales of cloud-based applications development services is strongly preferred
Excellent communications skills (verbal, written, and interpersonal) are required
A Bachelors level degree is strongly preferred
The ability to travel as needed (approx. 50%) is required
Qualifications
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.
Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.
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