Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.
Drive Revenue Growth & New Business Acquisition
- Own and consistently achieve quarterly and annual bookings targets for Enterprise Java Subscriptions and Oracle Linux solutions within assigned territories and accounts.
- Identify, qualify, and develop net-new business opportunities across enterprise, public sector, banking, financial services, telecommunications, manufacturing, and software vendor segments.
- Drive expansion opportunities within Oracle's existing customer base through modernization, compliance, migration, and optimization initiatives.
- Develop and execute strategic territory and account plans to maximize market penetration and revenue growth.
- Build and maintain a robust pipeline through proactive prospecting, executive outreach, partner engagement, and demand-generation activities.
Manage Complex Enterprise Sales Cycles
- Lead the end-to-end sales process from prospecting and qualification through solution positioning, commercial negotiations, and contract closure.
- Engage stakeholders across technical, operational, financial, procurement, and executive buying centers.
- Position Oracle Java and Linux solutions around key business outcomes, including:
Enhanced security and compliance
Reduced operational and business risk
Application modernization
Infrastructure standardization and efficiency
Cost optimization and operational resilience
- Maintain accurate forecasting, pipeline visibility, and opportunity management using Oracle sales methodologies and tools.
Executive Customer Engagement
- Build trusted advisor relationships with CIOs, CTOs, CISOs, Enterprise Architects, Infrastructure Leaders, and senior business executives.
- Deliver compelling business value propositions, executive briefings, and strategic presentations.
- Understand customer business objectives and align Oracle solutions to measurable business outcomes and digital transformation initiatives.
Cross-Functional Collaboration
- Partner closely with OCI, Linux, License Management Services (LMS), Consulting, Customer Success, Education, and Product Management teams to develop and execute account strategies.
- Collaborate with channel partners, system integrators, and strategic alliances to expand market reach and accelerate revenue growth.
- Leverage Oracle's ecosystem and internal resources to overcome barriers and ensure successful customer outcomes.
#LI-DNI
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
Preferred Qualifications
- Experience selling Java, Linux, cloud infrastructure, virtualization, security, compliance, or related enterprise technology solutions.
- Knowledge of Oracle technologies, including Java, Oracle Linux, Oracle Cloud Infrastructure (OCI), Middleware, and adjacent infrastructure offerings.
- Experience supporting software compliance, software asset management (SAM), or license optimization engagements.
- Strong understanding of the Indian enterprise landscape, including large enterprises, public sector organizations, Global Capability Centers (GCCs), and digital-native businesses.
- Consistent history of quota over-achievement and top sales performance.
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Career Level - IC4