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Business Development Representative V

Oracle


Location:
Phoenix, AZ
Date:
11/28/2017
2017-11-282018-01-07
Oracle
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Job Details

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.







A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle*s sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle*s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.







Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.







*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.*















As part of the North America Cloud Commercial Managementteam, this individual will play a key role in driving the success and rapidgrowth of the regional SaaS and PaaS business.







The role requires engagement with account teams and prospective clients tobuild rapport and credibility, quickly creating and delivering an effectivecommercial solution to meet clients needs. The successful candidate must beable to react with speed to the evolving world of cloud services, by bothunderstanding the commercial market space, and understanding the dynamic natureof Oracle s internal goals and requirements so as to react nimbly as Oracle sprocesses, objectives and corporate goals mature.







You will work on key cloud deals within the region,effectively managing complexity and challenge. You will be seen as acommercial/contracts thought leader in the cloud market, and maintain areputation for delivering and engaging across diverse populationsand at all levels of the business. You will be responsible forspreading this expertise among account teams so they can leverage yourexpertise.







*SCOPE:*







-{PS..0}-> -{PS..1}->Act as Oracle s lead negotiator responsible forclosing complex Cloud (SaaS and PaaS) agreements with key customers (OracleOrder Package);







-{PS..2}-> -{PS..3}->Learn and maintain an in-depth knowledge ofOracle cloud policies and procedures;







-{PS..4}-> -{PS..5}->Work as a member and team-lead of virtual teamscomprised of members from Cloud Sales, Deal Strategy, Deal Management, Legal,and the Global Business Practices organizations.











*RESPONSIBILITIES:*







-{PS..6}-> -{PS..7}->Work with the designated account sales team tocreate and deliver commercial solutions (Bids) in response to customerrequirements for cloud solutions;







-{PS..8}-> -{PS..9}->Work with the account teams and customers inorder to understand requirements, and identify business value inherent inOracle cloud solutions;







-{PS..10}-> -{PS..11}->Become a recognized expert in licensing of cloudsolutions and the sale of those solutions, ensuring you are seen as the pointperson and advisor to the rest of the Oracle organization. In this capacity,participate as a member of groups responsible for updating Oracle Cloudbusiness practices, and provide training to sales and ancillary organizationson best practices and trends in the Cloud space;







-{PS..12}-> -{PS..13}->Work with the account team, presenting proposedcommercial solutions to clients, managing them through the approval process andnegotiating with client through deal closure.















* ACCOUNTABILITES:*







-{PS..14}-> -{PS..15}->Present and Negotiate commercial terms to potentialkey customers;







-{PS..16}-> -{PS..17}->Define and author proposals with the accountteam based on client requirements and in line with Oracle standards;







-{PS..18}-> -{PS..19}->Obtain appropriate management approvals asrequired;







-{PS..20}-> -{PS..21}->Identify, maintain and deploy an internalnetwork of stakeholders who can support achievement of strategic businessobjectives;







-{PS..22}-> -{PS..23}->Support, coach and mentor Sales representatives toenhance their understanding of cloud contracts and commercial terms.















* SKILLS ANDEXPERIENCE:*







-{PS..24}-> -{PS..25}->Experienced Commercial Contracts Manager;







-{PS..26}-> -{PS..27}->Ability to build and maintain a large internalnetwork and hold relationships at Sales VP level;







-{PS..28}-> -{PS..29}->Familiarity working across Oracle teams,including sales, approvals, legal and finance (Oracle stakeholders);







-{PS..30}-> -{PS..31}->Prepared to work in, and lead virtual teamscomprised of the key Oracle stakeholders that are critical to closing eachparticular Cloud transaction;







-{PS..32}-> -{PS..33}->Experience with Cloud contracting (either atOracle or in similar companies);







-{PS..34}-> -{PS..35}->Comfortable interacting directly at the CIO/CFOlevel of Fortune 100 Companies and comparably-sized government agencies;







-{PS..36}-> -{PS..37}->Proven successful and highly attuned influencingskills;







-{PS..38}-> -{PS..39}->Proven success at customer satisfaction;







-{PS..40}-> -{PS..41}->Sophisticated at dealing with conflict in aconstructive manner;







-{PS..42}-> -{PS..43}->Proven understanding of Oracle licensingpolicies and how they are implemented in complex customer environments;







-{PS..44}-> -{PS..45}->Dedicated to Customer and Oracle success, withthe ability to achieve win-win results.















**Job:** **Sales*







**Organization:** **Oracle*











**Title:** *Business Development Representative V*







**Location:** *United States*







**Requisition ID:** *17000NMI*

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