Hardware Sales Representative IV at Oracle

 

 

Department Description 
Responsible for selling Oracle’s All Hardware product portfolio directly and through channel partners, to both existing as well as new Oracle customers. Primary responsibilities will include: prospecting, business development, developing proposals, forecasting, negotiating, driving responses to RFPs, customer presentations, building reference accounts, and other sales and account management activities. This person will be accountable for delivering the assigned revenue and margin targets. A key requirement for success is the ability to work in a cross functional environment and represent the business throughout all levels internally and in to the market

RESPONSIBILITIES:
• Achieve Hardware sales goals including sales revenue and margin.
• Understanding of the TELCO sector and experience of selling to a large Telco’s are essential
• Build and execute the sales strategy to develop and manage sales pipelines, product mix and revenue.
• Direct involvement with the Hardware Sales teams providing end-to-end sales experience and subject matter expertise.
• Develop, recommend and implement a comprehensive Hardware sales plan for the sales territory in agreement with sales management.
• Works with Oracle’s channel sales teams to identify, recruit and engage resellers and other partners to develop and grow a sustainable Hardware business with our partners.
• Provide forecast and pipeline information.
• Build strong relationships with customers and partners.
• Organise and lead customer appointments, qualify opportunities, manage proposals and formal customer presentations.
 
Brief Posting Description 
This position is responsible for new account development and/or expanding existing accounts within an established geographic territory.
 
Detailed Description 
Works as part of an account team to identify, qualify and deliver Hardware products/ solutions. Responsible for the account plan to drive goal attainment in assigned territory. Coordinates with the other members of the sales team (employees and partners) to support account sales and business development strategies. Helps identify and engage the appropriate partner to meet customer specifications. Becomes trusted advisor to key customer influencers and decision makers. Drives company's strategy into assigned accounts. Follows all companies' methodologies and processes related to sales opportunity pursuit. Ensures that the company's sales programs are known and executed in assigned territory, including personal follow-up and engagement in selected opportunities. Achieves or exceeds the quarterly and annual sales goals. May travel frequently.
 
Job Requirements 
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 relevant work experience. BS/BA preferred.

Additional Details 
 
ESSENTIAL SKILLS
• An experienced professional with a proven track record of success.
• Full understanding of hardware industry practices, dynamics, and market trends.
• Exalogic and Exadata, Server knowledge preferential
• 5 + years NAS / SAN storage sales experience advantageous
• Bachelors Degree or higher.
• Excellent oral, written, and presentation skills.
• Experience developing and driving business opportunities with channel partners.
• Able to communicate at executive and CxO level.
• An understanding of key business drivers for demand in the hardware market.
• Able to prioritize activities & business opportunities and to leverage other functions within the organization.
• Some travel required