We are looking for an entrepreneurial-style digital sales executive for our proposed Mid-market CX sales hub. Sales, services and marketing applications are growing at a very fast pace, more than 30% per year, and Oracle is looking forward to hiring a self-starter with drive, who wants to increase Oracle's footprint through consultative selling and being passionate about customer first problem solving.
As the Mid-Market sales executive, you will own your territory and use resources and assemble people from various departments to work efficiently toward a common goal.
This includes influencing customers and providing an Oracle solution that solves their business challenges.
Primary job duty is to sell CX Cloud solutions and related services to prospective and existing Oracle customers, driving increased revenues of our Cloud SaaS Applications across different accounts within your territory
Core Responsibilities :
Winning new SaaS Cloud revenue in CX product suite
Call on senior-level executive contacts (CxO, VPs, decision makers and influencers)
Developing a strategy and sales plan to address the designated territory coverage
Developing profiles of targeted accounts within the assigned territory
Driving the implementation of sales campaigns
Generating and following up on leads, qualifying leads and prioritizing opportunities.
Marshaling internal and partner resources to conduct campaigns.
Identifying and fostering working relationships with the appropriate people in Oracle and the Customer.
Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.
Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector.
Maintaining an awareness of Oracle's current and future solutions and services.
Maintaining a complete and up-to-date understanding of competition in CX market space and able to influence the sales process for developing proactive and counter actions for winning the deal.
Research and communicate current industry trends, drivers and potential.
Translate Oracle's Strategy and Marketing Messages to the market.
Create Value Propositions and communicate the benefits of these to the market.
Design sales campaigns and put teams and task forces together to deliver them.
Produce an accurate weekly forecast and pipeline using appropriate internal systems.
Build and maintain effective relationships with other Oracle LOBs to ensure resources are available as and when required.
Establish contractual agreements between Oracle and the Customers.
Maintain contact with accounts through proper means of relationship building methods, as and when needed.
Maintaining an awareness of partner competence and capability.
Operate in line with Oracle's business processes and procedures.
Deliver and co-ordinate customer presentations and demonstrations.
Attend to relevant industry / subject forums for competence building.
Required Skills / Experience
Your enthusiasm, knowledge, and customer-centricity will help us become the number one Cloud company in the world. We also look for :
Proven SaaS sales experience, from lead nurturing to deal closing, we will look for understanding of the full sales cycle and your involvement in it.
Proven ability to develop customer needs analysis, consultative selling,
Bachelor’s degree or equivalent
Fluent Danish / Swedish and English
Ability to offer unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch to highlight customer benefits before supplier strengths
Adept at driving two-way communication by clearly articulating value proposition and teaching to customer’s pain points
Quickly develop a deep knowledge of customer’s business and discuss issues from multiple angles
Ability to track economic and industry activity and understand its implications for customer businesses
Understand the decision-making process and have the ability to influence key decision makers
Experience selling Cloud solutions or consulting services to enterprise and mid-market companies
Ability to adapt to a rapidly changing, progressive organisation
Ability to work independently and with a team, and in an efficient and organised manner
Experience leveraging social media to drive contacts
Ability to accurately forecast, report and successfully close new business.
Business development, prospecting and strong presentation skills.
Detailed Description and Job Requirements
Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions.
Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep.
Utilizes inbound and / or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs.
Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application.
Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition.
Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
Duties and tasks are varied and complex utilizing independent judgment. Fully competent in own area of expertise. May have a project lead role.
Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and / or knowledge of Oracle's competitors.
interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts.
Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 5+ years relevant sales experience.
BS / BA degree or equivalent preferred.
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).