Key Responsibilities
Drive Revenue Growth and Market Expansion
- Own regional bookings, pipeline, forecast accuracy, and customer satisfaction.
- Develop and execute territory strategies to maximize growth across Enterprise Java Subscriptions and OLVM.
- Identify whitespace opportunities within Oracle’s installed base and new strategic accounts.
- Lead complex enterprise sales cycles involving licensing, modernization, compliance, and infrastructure optimization initiatives.
- Negotiate commercial agreements and drive successful deal closures.
Build and Lead High-Performing Teams
- Recruit, coach, and develop top enterprise sales talent.
- Foster a culture of accountability, collaboration, and customer success.
- Conduct regular pipeline reviews, deal strategy sessions, and forecast management activities.
- Mentor team members on consultative and value-based selling methodologies.
Executive Customer Engagement
Build trusted relationships with CIOs, CTOs, enterprise architects, and IT infrastructure leaders.
Position Oracle Java and virtualization solutions around business outcomes including:
- Reduced operational risk
- Improved security and compliance
- Cost optimization
- Application modernization
- Increased infrastructure efficiency
Manage executive escalations and ensure exceptional customer experience.
Cross-Functional Leadership
- Partner closely with License, OCI, Linux, Consulting, Customer Success, and Education teams to create joint account plans.
- Collaborate with alliances and channel partners to expand market reach.
- Contribute to strategic business planning and long-term growth initiatives.
Required Qualifications
Enterprise Software Sales Leadership
- 8+ years of enterprise software sales experience, including leadership responsibilities.
- Proven success selling infrastructure software, middleware, cloud platforms, virtualization, Linux, or enterprise subscriptions.
- Demonstrated track record exceeding revenue targets and managing complex sales cycles.
Technical and Business Acumen
- Strong understanding of Java ecosystems, Linux environments, virtualization technologies, middleware, or cloud infrastructure.
- Ability to engage credibly with CIOs, CTOs, architects, and senior IT leaders.
- Experience translating technical capabilities into measurable business outcomes and ROI.
Installed Base Expansion Mindset
- Experience managing strategic accounts and driving expansion within existing customers.
- Ability to uncover modernization, compliance, migration, and optimization opportunities.
- Familiarity with project-oriented and long-cycle enterprise engagements.
Leadership Capabilities
- Strong coaching and talent development skills.
- Excellent executive communication and presentation abilities.
- Strong negotiation and stakeholder management skills.
- High resilience and ability to navigate complex, competitive environments.
Preferred Qualifications
- Experience with Java, Linux, virtualization, or cloud infrastructure technologies.
- Knowledge of Oracle technologies including OCI, Linux, Java, or middleware products.
- Experience selling subscription and recurring revenue solutions.
- Experience working with strategic partners and alliances.
- MBA or equivalent business experience.
Why Join Oracle Java Global Business Unit?
The Java platform powers billions of devices and runs many of the world’s most critical enterprise applications. As organizations prioritize security, compliance, and modernization, Oracle Java and Oracle Linux technologies are becoming increasingly strategic.
This role offers the opportunity to:
- Lead one of Oracle’s fastest-growing infrastructure businesses.
- Influence enterprise modernization initiatives across global customers.
- Work closely with OCI, Linux, and Java engineering organizations.
- Shape long-term customer strategy and drive transformational outcomes.
- Develop a high-performing team and accelerate your leadership career within Oracle.
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.
Career Level - M4