Responsibilities
- 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.
Qualifications
- Strong technical foundation. The candidate should possess solid understanding of data, database, and AI-related technologies, with the ability to engage in credible, structured discussions with CIOs, CTOs, Chief Architects, and senior IT leaders.
- Ability to translate technology into industry business value. The candidate must be able to convert technical capabilities into industry-specific business advantages, articulating how data and AI platforms drive measurable outcomes such as operational efficiency, risk reduction, performance improvement, and revenue growth. Experience developing value narratives tied to business KPIs rather than product features is essential.
- Project-oriented and install-base–driven sales mindset. This role requires experience working with long-cycle, project-based engagements and managing complex install-base customers. The candidate should demonstrate the ability to sustain and grow customer relationships over time, identify expansion opportunities from existing deployments, and work cross-functionally to ensure successful adoption and continuous value realization.
- Fluent verbal and written communication skills in English, with the ability to present technical and business value clearly to senior stakeholders.
- Technical Learning Capability
- Resilience and Pressure Management. Capacity to withstand pressure, manage setbacks, and persist in challenging business development contexts.
- Collaboration and Teamwork. Ability to work effectively with internal teams and external partners.
- Learning and Adaptability. Ability to quickly learn new concepts, adapt to evolving industries, and adjust strategies.
- 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.
Career Level - M4