Higher Education Cloud and Technology Account Manager - Mid-Atlantic
Aug 11, 2018
Higher Education Cloud and Technology Account
Great opportunity to sell a large bag of Oracle On-prem and Cloud solutions! Primary job duty is to sell into our Higher Education Vertical covering our Northeast Territory (DC, MD, NJ, DE)
Products aligned to this role include: Database, IaaS, PaaS, Storage, Security, Engineered Systems WebLogic, SOA, BPM, Identity Management, WebCenter, Java cloud service, Mobile Cloud Service, Integration Cloud Service and Exalogic.
Successful candidates will have had success:
Managing sales through forecasting, account resource allocation, account strategy, and planning.
Developing solution proposals encompassing all aspects of the application.
Participating in the development, presentation and sales of a value proposition.
Negotiating pricing and contractual agreement to close the sale.
Identifying and develop strategic alignment with key third party influencers.
Develops and executes sales plans and coordinates sales efforts to achieve new customer revenue and existing customer up-sell revenue targets.
Experience selling complex cloud solutions into Diversified industries.
Actively participates in regional marketing events for lead generation (industry trade shows, professional associations, etc...)
Account Management Builds client relationships: maximizes Oracles revenue and profitability potential by up-selling to existing clients, driving renewal revenue and ensuring client satisfaction, interacts with global Key Account Directors
Manages and grows portfolio of existing global clients by up-selling new revenue and raising awareness of the companys broader suite of cloud services and solutions.
Involvement in kickoff meetings, major milestone meetings, and opportunistic participation where senior client decision makers are present.
Sales Leadership Strategic sales approach, creates value for clients and adds to the companys capabilities
Maintains thorough understanding of Oracles product offerings.
Assists clients in developing the business case and value proposition for proposed solutions when necessary
Collaborates with Client Services Team and Executive Leadership Team in executing the companys sales process including proposal development.
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.
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 Corporation (Oracle) provides products and services that address all aspects of corporate information technology (IT) environments, including application, platform and infrastructure. The Company's businesses include cloud and on-premise software, hardware and services. Its cloud and on-premise software business consists of three segments, including cloud software and on-premise software, which includes Software as a Service (SaaS) and Platform as a Service (PaaS) offerings, cloud infrastructure as a service (IaaS) and software license updates and product support. Its hardware business consists of two segments, including hardware products and hardware support. The Company's services business includes the remainder of the Company's segments. Its services business includes activities, such as consulting services, enhanced support services and education services, among others.