The role encompasses the full sales process from Business Development opportunity origination, running and managing deals to closing the transaction. The candidate partners with Account, Technology, and Industry ERP sales representatives to qualify and close new business on Oracle Supply Chain Cloud solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives' territory. Interacts with sales team to architect the solution and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility.
The account base is a part of Oracle’s Enterprise Accounts containing the majority of the Fortune 500 in the Industrial Manufacturing Industries, specifically Automotive and Consumer Durables. This sales position specifically targets Oracle’s Supply Chain Cloud applications to include Supply Chain Planning, Transportation, Warehouse Management, Global Trade Management, IoT and Supply Chain Analytics.
The individual should have a deep and thorough understanding of supply chain. Be able to have a relevant conversation regarding supply chain KPI’s and best in class business processes face to face with the line of business executive, develop value based selling messages and have the ability to translate supply chain knowledge into the Industrial Manufacturing industries.
Responsibilities:
Generate revenue Oracle Supply Chain Cloud ARR.
Create and drive business value propositions with customers
Become ‘trusted advisor’ in supply chain LOB within accounts.
Work closely with the virtual team (Oracle Direct and Field Core ERP Account Managers, Sales Consultants, Business Development, Product Marketing, Product Development, and the Industry Business Unit) to plan and execute a winning strategy for Oracle technology
Create Pipeline
- Mine the install base to upsell/migrate existing customers
- Mine the existing pipeline to uncover opportunities
- Find and open new relationships in net new opportunities
Create unique and repeatable programs aimed at increasing Oracle’s penetration in these markets
Develop in depth understanding of Industry dynamics and terminology
With Oracle SCM, companies can build and operate world class value-chains for profitable growth. The Oracle Cloud Supply Chain Management family of applications integrates and automates all key supply chain processes, from design, planning and procurement to manufacturing and fulfillment, providing a complete solution set to enable companies to power information-driven value chains. Companies can anticipate market requirements and risks, adapt and innovate to respond to volatile market conditions, and align operations across global networks. A unified data model provides a single, accurate view of your entire supply chain. Companies can implement lean, demand driven principles and manage their increasingly complex, global supply chains. And when Oracle Supply Chain Management runs on Oracle technology, you speed implementation, optimize performance, streamline support–and maximize ROI.
Qualifications-
Deep routed knowledge of Supply Chain Processes and Applications
10+ years of sales experience managing complex sales cycles
Software sales experience a plus
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.Disclaimer:
Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $112,400 to $194,400 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
- Medical, dental, and vision insurance, including expert medical opinion
- Short term disability and long term disability
- Life insurance and AD&D
- Supplemental life insurance (Employee/Spouse/Child)
- Health care and dependent care Flexible Spending Accounts
- Pre-tax commuter and parking benefits
- 401(k) Savings and Investment Plan with company match
- Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
- 11 paid holidays
- Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
- Paid parental leave
- Adoption assistance
- Employee Stock Purchase Plan
- Financial planning and group legal
- Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
Career Level - IC4