The primary focus of an Internet Sales representative is to sell solutions and services to existing Oracle customers and to prospect for new customers in the assigned territory or vertical.
As an Internet Sales Representative you will sell products and services to an assigned geographic or national account base territory to achieve assigned objectives. Generates sales leads as well as closing the sales on line or by phone. Utilizes inbound and/or outbound calls to pursue sales. Develops account penetration strategies, and closes business . Responsible for understanding Oracle's product offerings and competitive issues. Identifies new business opportunities by creating and implementing territory campaigns with management assistance. Liaise with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and selling Oracle products and services. Participates as a team member on sales teams including field sales, support and education sales and sales consulting.
Duties and tasks are varied and are complex needing independent judgment. Fully competent in own area of expertise. Failure to obtain results would have serious consequences and need expenditure of resources. Contacts are within the organization and with external customers. May have project lead role and/or supervise lower level personnel. 5+ years business experience. Proven ability to manage complex sales cycle, with a track record of successful revenue attainment. Excellent communication/negotiating/closing skills with customers/prospects. Typically bachelor degree in Business or Computer Science or equivalent.
As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Qualifications Preferred Qualifications There is a new opportunity to join the Oracle Consulting team in Dubai, as a Consulting Sales Representative, selling services to enable customers to get up and running on our Tech Cloud (Iass & Paas)
Reporting to the Consulting Sales Manager, the successful candidate will be responsible for proactively identifying appropriate solution proposals and articulating the Oracle Consulting Value proposition to prospective clients to win services revenue.
The role will include negotiating pricing and contractual agreements to close the sale. The role is an Overlay role focused on supporting prime sales representatives, managing the full sales cycles for deals up to $500k.
The chosen candidate will need to work closely with both the internal Oracle licence organisation and external partners in order to generate a pipeline of new business; equally important will be the ability to drive proactive consulting engagements into installed base accounts.
It will be important for the individual to be a team player who can work closely, and at times demonstrate leadership of a multi-functional team across Licence Sales, Consulting Delivery, Pre-sales and selected Partners, and set up successful virtual teams for territories or accounts.
Responsibilities - Proactive identification, qualification and maximisation of consulting opportunities for Oracle Tech Cloud Portfolio within mid-size enterprise accounts (Commercial Segment)
- To identify the appropriate Oracle Consulting value proposition, presenting a services solution to prospective client(s)
- Manage the execution of sales activities including demos, presentations and the bid process for generating a consulting sales proposal
- Present proposals to clients and manage them through the client approval process
- Working closely with CSM contributing to the “go to market” strategy and the development of Oracle Value Propositions for the implementation of our SaaS products
- Generating, communicating and delivering the necessary sales documentation i.e. territory plans, close plans and qualification plans
- Accurately forecasting against plans and targets
- Developing and maintaining relationships with key decision makers in the designated accounts
- Monitoring the delivery of consulting business once won to ensure clients remain satisfied
- Pro-actively updating industry and product knowledge, developing a breadth of knowledge of Oracle’s Cloud products (IaaS & PaaS) and services
- Create and communicate customer references/testimonials
- Operate in line with Oracle Consulting sales and delivery governance processes
Desired skills and experience Personal Attributes: - A strong interest in technology and a passion for sales
- Excellent verbal and written communication, interpersonal, and presentation skills a must
- The ability to work with a dynamic and global team in addition to the ability to work alone at times
- High level of energy, drive, enthusiasm, commitment, self-belief and achievement-orientation
- Self- motivated to continuously expand personal and professional knowledge
- An eagerness to work in a high pressured, fast moving and challenging environment
- Logical approach to problem solving and excellent eye for detail
- Resilient and capable of working effectively under pressure
- Strong organisational and planning skills
Education and Experience Required: - Degree in Business or IT related disciplines
- Experience of thriving in an environment where your next engagement and challenge is not prescribed to you
- Knowledge of Oracle products or previous experience in the IT industry or related industries
- Team player with excellent written and verbal communication and interpersonal skills – as comfortable presenting as developing technical solutions
- Fluency in English
- Willingness to travel as this is a key requirement of the role
Detailed Description and Job Requirements
Responsible for sales of Oracle consulting services.
Responsible for selling the Oracle consulting services. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
2-5 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong business relationships with customers such that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures.
