• Career at Oracle Corporation

  • Posted on: 20 May, 2016 Deadline: Not Specified
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  • Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers including 100 of the Fortune 100 representing a variety of sizes and industries in more than 145 countries around the globe.

    Principal Sales Consultant

     

    Job Description

    • To demonstrate the credibility of Oracle's Data Integration products, solutions and offerings, based on the following products: Oracle GoldenGate (OGG), Oracle Data Integrator (ODI), Oracle Enterprise Data Quality (OEDQ), Oracle Enterprise Metadata Management (OEMM) and Active Data Guard (ADG).
    • To respond to demand from Sales Management for expertise in creating and conducting detailed technical and product presentations to a prospective technical or business audience.
    • To plan, manage and execute Proof Of Concepts for the DIS solutions.
    • To work as part of Sales and/or Account Teams on specific opportunities to enhance revenue for Oracle Corporation through license sales

    Scope

    • Product focused (Data Integration Solutions), with in-depth knowledge of Transactional Data Management and Data Warehousing technologies
    • Has a strong knowledge of the Data Integration market
    • Basic knowledge of Oracle's product portfolio
    • Contributes to the achievement of the DIS EMEA target
    • Works closely with other Oracle Pre-Sales Consultants in his region (and beyond)
    • Existing skills on Oracle GoldenGate, Oracle Data Integrator and/or Enterprise Data Quality is beneficial

    Responsibilities

    • Actively maintaining a depth of product knowledge in the designated product areas
    • Maintain awareness of all relevant competitive products
    • Understand the needs and pains of the customer and then link them to a set of products/solutions provided by Oracle
    • Contributing to the generation and maintenance of relevant product area specific Value Propositions
    • Educating customers and partners in Oracle Product offering and Value Propositions in the designated product areas
    • Help pushing Oracle's product offering to the Market
    • Building and maintaining relevant relationships with the customer during the bid process

    Specific to the Role

    • Demonstrates the credibility of Oracle's DIS products and solutions, at all levels, but with a particular focus on key decision makers in the customers' organization
    • Based on prospects input, provide appropriate feedback to product managers and product development
    • Can provide product demos and presentations, also interactively – i.e without a pre-defined script, & answering questions & demonstrating ‘how’ an issue could be solved
    • Customise ‘standard’ demonstrations to meet specific prospect requirements
    • Deliver onsite Proof of Concepts in line with agreed customer requirements
    • Provides detailed expertise in creating technical and product solutions for specified needs and for creating cross-product solutions where required
    • Can take a senior role on account, solution or industry teams, where required
    • Can participate in strategic account planning, and can do this for major accounts where required
    • Significant knowledge of a product set, including competitive offerings solutions enabled by the products case studies of implementations links to development teams and information on future product development
    • Attend customer meetings with Sales to understand customer needs
    • Bring customers up to date with Oracle's product offering and Value Propositions
    • Design and deliver customer demonstrations to articulate, update and evangelize Oracle based technical and product solutions
    • Contribute technical and product information in response to Invitations To Tender (ITT) and Requests For Information (RFIs)
    • Run seminars and workshops for Partner organizations as required
    • Create, present and deliver meetings/presentations/seminars and events as required
    • Engage with Product teams to maintain product knowledge. Represent Oracle at marketing events as required
    • Act as a technical/solution contact for customers in the designated area
    • Recognize and communicate opportunities to up-sell based on solutions insight
    • Understand the local competitive landscape from product area point of view
    • Actively develop product expertise - attend adequate technical training, read White Papers, research using the Internet
    • Participate and contribute to PC community work and cross lob co-operation

    Requirements

    • 3 years vendor (sales and marketing) experience.
    • 7 years business experience with relevant computer applications or database/tools.
    • Ability to implement the most advanced product features.
    • Thorough knowledge of system and application design.
    • In depth knowledge of competitors. Demonstrated project management skills.
    • Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques.
    • Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed.
    • BA/BS degree or equivalent, advanced degree highly desirable.

    go to method of application »

    Technology Sales Representative

     

    Detailed Descriptions

    • 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.

    Requirements

    • 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.

    Method of Application

    To apply, click preferred job titles below:

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