In this role, you will drive the adoption of Oracle Cloud Infrastructure (OCI) across customers IaaS and PaaS environments, including distributed, public, and private cloud portfolios.
You will help customers solve critical business challenges—such as accelerating decision-making with AI-powered insights or meeting demanding service-level expectations—by delivering strategic cloud solutions that drive measurable outcomes.
The ideal candidate will have a strong understanding of all OCI products and services; sales experience in the enterprise software space, and a passion for helping clients succeed through applying innovative technology.
You would have solid expertise selling to C-suite, engineering, and DevOps, and be familiar with open source and other cloud tools (such as Dockers, Kubernetes, Terraform, Linux, Java)
We are seeking motivated individuals with a strong "hunter and challenger" mindset who excel at opening new markets, developing territories, and growing existing accounts.
You will create exceptional customer experiences that result in long-term partnerships, contract renewals, and expanded cloud adoption.
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Sales Prospecting & Lead Generation:
- Identify and target new business opportunities for Oracle Cloud solutions across multiple industries to ensure coverage of the assigned territory.
- Develop and execute outbound strategies to generate leads through customer engagement, networking, attending events, and leveraging digital channels.
- Qualify and prioritize leads to engage the most promising prospects for Oracle Cloud solutions.
- Create and continuously update account management plans within the defined territory.
Consultative and Solution Selling:
- Engage with senior executives (C-level) as a trusted advisor to challenge conventional approaches and deliver transformative results. You will understand what motivates customers to buy and know how to tap into those needs in an effective way.
- Grow consumption on a quarter-on-quarter basis, by landing new customers and/or new workloads on a monthly-basis, maintaining performance metrics and contributing to sustained revenue growth.
- Build and implement key sales and business development initiatives to improve awareness of Oracle OCI and increase sales pipeline.
Product Presentations & Demos:
- Master and share the _“Why Oracle Story” _that represents the value Oracle provides to customers with our unified, multi-pillar offerings.
- Prepare and deliver persuasive presentations and demonstrations of Oracle’s Cloud products and services.
- Work closely with technical teams to deliver proof-of-concept trials and in-depth product demos, showcasing the value of Oracle's solutions.
- Leverage your and Oracle’s expertise to deliver world-class Cloud solutions, that highlight OCI’s unique benefits and capabilities across Compute (GPU/Non-GPU), Networking, Cloud Native Development and AI, to drive transformative outcomes.
Sales Negotiation & Deal Closure:
- Lead the negotiation process, addressing customer objections and aligning contract terms with Oracle’s offerings (cloud subscriptions and perpetual licenses).
- Work with legal, finance, and technical teams in a timely manner to ensure that proposals, contracts, and renewals are delivered and closed out successfully.
- Close deals and meet or exceed revenue targets, quotas and KPI’s.
Relationship Management & Account Development:
- Identify cross-sell and upsell opportunities within the customer base to drive incremental revenue.
- Provide ongoing customer support during and after the sales process, ensuring smooth implementation and adoption of Oracle cloud solutions.
Collaboration with Internal Teams:
- Work collaboratively with Oracle’s technical, marketing, and customer success teams to ensure seamless pre-sales and post-sales experiences.
- Provide timely feedback to Oracle product teams regarding customer requirements and market trends to inform product enhancements.
- Coordinate with marketing to actively execute campaigns and promotions for the target market of Oracle cloud prospects.
- Work collaboratively with Technology Cloud Data Platform sales team and all other LOB’s to maximise customer success and drive adoption of Oracle products and services.
Partnering
- Build strong and growth-oriented relationships with clients and partners to foster trust, collaboration, and long-term mutual success by understanding their needs and offering tailored solutions.
- Identify and build relationship with partners that influence customers within your territory and leverage Oracle’s partner team where appropriate.
Sales Pipeline & Forecast Management:
- Actively progress the pipeline through sales stages throughout the quarter.
- Manage an active sales pipeline in CRM tools and provide accurate and timely updates on sales opportunities, forecasts, and activities.
- Monitor pipeline progress and adjust sales strategies as needed to ensure sales objectives are met.
- Regularly report sales metrics, progress, and achievements to senior management.
- Identify and pursue new clients while expanding opportunities within existing accounts by understanding their needs and offering tailored solutions.
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Career Level - IC5