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Applications Sales Representative IV


Phoenix, AZ
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Job Details

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

This is an exciting opportunity with Oracle Hospitality Business Unit . We are looking for strong Solutions Sales Reps, targeting our Independent Hotel customers within the Hospitality Vertical. The Sales Rep will work to achieve maximum sales profitability, growth, and account penetration within an assigned territory and/or market segment by effectively selling our Hospitality Business Unit Products and Services, around Property Management Systems & Point of Sale Solutions.

You own your business and your territory. You will qualify business opportunities by identifying prospects and evaluating their position in the industry. Consult and sell Oracle Property Management & Point of Sale products by establishing contact and developing relationships with prospects, and recommending solutions. Research and analyze sales options, and close deals.

Develop lasting relationships with prospective and existing customers in order to maximize revenues for the company.

Understand and articulate highly technical leading edge products & services.

Prepare detailed proposals that include hardware, software, services in order to meet or exceed monthly & yearly sales & revenue objectives.

Respond to customer requests for proposals that include all areas of Oracle | Hospitality Property Management & Point of Sales products

Interface with System Engineers, Directors, CXO, General Managers, & Hotel Ownership in developing specific account strategies.

Understand the inner workings of the products and present this knowledge to prospective and existing customers.

Develop and implement strategic sales plans to accommodate corporate goals.

Direct sales forecasting activities and sets performance goals accordingly.

Represent company at outside events (i.e. trade shows, conferences, association meetings).

Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.

Monitor and evaluate the activities and products of the competition.


Bachelor's Degree/or a minimum of 7 years related experience or an equivalent combination of education and experience.

Experience in Hotel or Restaurant operations, technology supporting hospitality industry, or Management Companies supporting a portfolio of hotels. Operational experience in the hospitality industry is strongly preferred.

Demonstrated record of consistently meeting and exceeding annual sales quotas.

Skilled at identifying stakeholder and decision-makers and building strong relationships with all levels of customers from owners to executive management.

Relationship-building skills: Capable of building and perpetuating profitable business partnerships and relationships, which promote long-term success.

Proficient with MS Office applications, including Excel, Word, PowerPoint and Outlook.

Experience selling business applications software to hospitality or like industry.

Strong consultative selling, listening, and writing skills.

Ability to understand client needs and demonstrate the impact & value/ROI of products and services.

Comprehensive knowledge of how products and services can positively impact organizations operations.

Ability to provide dynamic product demonstrations.

Ability to learn technical aspects of the products.

Working knowledge of customer relationship management systems; spreadsheet software and word processing software.

May include 50% travel based on territory assignments.


While performing the duties of this job, the employee is regularly required to sit and/or stand and may occasionally lift and/or move up to 50 pounds.

**Job:** **Sales*

**Organization:** **Oracle*

**Title:** *Applications Sales Representative IV*

**Location:** *United States*

**Requisition ID:** *17001BMF*

**Other Locations:** *US-Idaho, US-Oregon, US-Washington*

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