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Job Title
Sales Director FSI, Telco & Media and Life Science M4/M5 (m/f/*)
Company
Oracle Corporation
Job Description
Sales Director FSI, Telco & Media and Life Science M4/M5 (m/f/*)','230001PB','','German','German','!*!Are you willing to be part of the team that drastically transforms how Oracle is winning Cloud Applications (ERP, SCM, EPM, CX, HCM) customers in Germany? And are you motivated by working in a high energy team with a new go to market strategy, a dynamic empowering organization with market-leading cloud SaaS solutions and the most complete portfolio second to none?
Then you might be the perfect candidate as an entrepreneurial Sales Director FSI, Telco&Media and Life Science for our Cloud Applications sales organisation in Germany.
We are looking for a candidate with an entrepreneurial leadership style to harness this unique opportunity in the Germany and deliberately call out the change management part of the role, as we are in a big transformation moving from a siloed solution to a unified sales approach across all our business application solutions. You will be reporting directly to the VP and Country Leader of All Apps in Germany and have the freedom to build and develop a world class sales organisation with full responsibility to lead, drive and deliver new SaaS revenues across all our business applications. With a team of ~6 Senior Sales Professionals, this is a highly visible role within Germany and the broader Oracle business.
The successful candidate will lead an efficient and skilled prime organisation, driving customer success, efficient go-to-market strategies and effective deployment of a wide pool of resources. You will have proven experience of leading sales organizations, understand sales cycles and know how to optimize investments to achieve maximum potential.
Business applications are growing at a very fast pace with more than 30% per year, and Oracle is looking forward to hiring a self-starter to lead a team with drive, who wants to increase Oracle's footprint through consultative selling, being passionate about customer-centric problem solving and by accompanying our customers on their digitalization journey.
Do you love to see customers grow and develop their business? Are you passionate about technology and how digitalization changes the way people and organizations work? Do you have the drive and ability to maximise sales and build rewarding client relationships? With our extensive, world-class product portfolio, and the most complete and integrated cloud platform in the world, you could collaborate with some of Oracle’s most exciting customers on their digital journeys.
We’re a young, diverse team - Create the future with us!
Core Responsibilities:
Geographical Leadership - represent Oracle Applications in Germany to customers, system integration partners, prospects, internal stakeholders, industry associations, and all forms of media
Thought Leadership - provide insight into the local Applications market, map our offerings to local market needs and leverage the power of Social Media
Business Plan - develop and execute our plan to dominate German market in Applications in collaboration with the broader Oracle business
Territory Management - identify the market, target organisations, and segment according to your chosen go to market model
Personnel Development - target, recruit and develop a world class sales function
Sales Incentive Planning - manage the team through to quota achievement
C Level Ownership - develop and maintain senior executive relationships within target accounts in Germany
Campaign Development & Execution – work with and direct the various teams within Oracle to maximise campaigns with impact marketing and PR campaigns in the local market
Strategic Sales - personally engage in the most strategic sales engagements, ensuring maximum sales conversion
Pipeline & Forecast Management - accurately manage sales reporting on opportunity qualification and sales forecasting and drive quarterly sales participation
Customer Advocacy - ensure maximum customer advocacy from sales through quality of delivery and relationship management
Stakeholder Management – build and manage stakeholder relationships internally, both with the regional sales organisations and all of the supporting functions
Business Practice Management - ensure the sales team adhere to company policy on pricing, approvals, and contracting.
Additional Responsibilities
Ensure the use of the internal tools, processes to provide the data required to successfully manage and forecast sales (Oracle Sales Cloud, Customer Connect, etc), and update the business on the status of the customer
Research and communicate current industry/ digitalization trends, drivers and potential
Translate Oracle's Strategy and Marketing Messages to your customer base
Create Value Propositions and communicate the benefits of these to your customer contacts
Design customer focused solutions 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 Customers
Maintain contact with accounts through proper means of relationship building
Maintain awareness of partner competence and capability with focus on delivering customer value through the entire customer lifecycle
Operate in line with Oracle's business processes and procedures
Deliver and co-ordinate customer presentations and demonstrations
Attend relevant industry/subject forums/professional associations for competence building
Required Skills/ Experience
Your enthusiasm, knowledge, and customer-centricity will help us be the number one cloud company in the world and stay true to driving customer value. We also look for:
Ability to inspire and lead a sales team, 5 years sales management experience is a must, in a complex solution environment
Sales Management in regulated industries (FSI, Public Sector) is a key differentiator for you in applying to this role
Sales experience, proven track record of delivering sales success personally and from a team, demonstrable experience in winning new business
Major account relationship experience, provide 1-2 major accounts as references on ability to successfully create relationships in large organizations.
Experience of working with a matrix structure with hard and dotted reporting lines
Experience selling SaaS, other Cloud solutions or consulting services, from lead nurturing to deal closing, we will look for understanding of the full sales cycle and your involvement in it
Proven ability to analyse and quickly understand customer needs and leverage insights for consultative selling
Ability to offer a unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch to highlight customer value and influence key decision makers
Adept at driving two-way communication by clearly articulating value proposition and applying to address customer’s pain points
Proven experience in the FSI, Telco&Media and Life Science with deep understanding of the industry requirements and challenges
Passion to track digital and industry trends and understand its implications for customers
Ability to adapt to a rapidly changing and young organization, with a dynamic leadership team
Comfortable working in an organization based on trust and openness – being empowered to speak up and every day try to improve how we work and how we put customers first
Ability to work independently and with a team, in an efficient and organized manner
Ability to accurately forecast, report and successfully close new business
Bachelor’s degree or equivalent
Experience leveraging social media to drive contacts
Business development, prospecting and strong presentation skills
Fluent in German and English
Ability to travel
A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.
Apply Now
Create the future with us. Apply now.
Visit oracle.com/careers and search for Job #/Title or contact first.last@oracle.com to apply.
ABOUT ORACLE
________________________________________
For more than four decades, Oracle has delivered innovation up which entire industries have been built Here are some key facts and figures from our 2019 fiscal year that highlight the many ways that we continue to deliver that innovation to our customers, partners and communities.
• World’s first autonomous database.
• # 1 provider of business software with a broad portfolio of solutions for companies of all sizes.
• Industry’s broadest and deepest suite of cloud applications.
• #19 of 100 Top Global Brands.
• More than 18,000 patents worldwide.
• 38,000 developers and engineers.
• 19,000 implementation consultants.
• 5 million registered members of the Oracle Developer Community
At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
','!*!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. Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.','Sales','','DE-DE,Germany-MÜNCHEN','DE-DE,Germany-Hamburg, DE-DE,Germany-Frankfurt am Main, DE-DE,Germany-Berlin, DE-DE,Germany-DÜSSELDORF','','Regular Employee Hire','Oracle','Sales Director FSI, Telco & Media and Life Science M4/M5 (m/f/*)
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