The team requires an experienced Sales Director to lead them through this growth and ensure the market potential is realised. As leader you will help the team drive sales campaigns into their accounts, working against established sales and account plans. You will also be the figure head to help facilitate cross line of business proposals. AS well as the client and campaign lead activity you will be required to manage the sales reporting, pipeline management and accurate forecasting
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· Accurately forecast and achieve revenue objectives while defining sales territories and setting quotas
· Set and manage performance criteria, including pipeline, account penetration, and activity levels
· Build personal credibility and manage internal networks and relationships
· Establish and manage cross functional processes, services, pre-sales, finance, legal, marketing, education, channels, etc. and intra-regional account sharing.
· Establish and maintain sales management processes, including forecast review, activity management, territory and account penetration; actively support corporate policies and initiatives
· Create and manage short term and long term business plan
· Actively participate in key deals, strategy, execution, and building customer and external partner relationships
· Leverage company best practices to ensure customer success and maintain executive relationships in top region accounts
Wider Experience
· Knowledge selling SaaS, the challenges of moving customers to cloud as well as the opportunity it provides
· Candidates will have a proven track record managing enterprise software sales teams and exceeding sales goals.
· Candidates will have extensive experience selling to C-level clients, creating compelling business cases and delivering value propositions.
· Candidates will have excellent communication and the ability to work deals involving enterprise wide solution selling and complex contract negotiations
· Candidate will have a proficiency in recruiting, developing, and motivating enterprise software sales teams.
· Candidate will have strong leadership competencies and have success managing cross functional teams.
Detailed Description and Job Requirements
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. 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.
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