1+ months

Oracle Cloud Consulting Sales Representative - West - MT, WY, CO, NM, AZ, UT, ID, CA, OR, WA - Consulting Sales Rep 4

Oracle
Marlborough, MA 01752
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Responsible for sales of Oracle consulting services.



Responsible for selling the Oracle consulting services. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.



8-12 years of relevant field sales experience. Able to develop strong internal relationships.Able to network and develop strong business relationships with customers such that they turn to Oracle for their resource needs.Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings.Able to generate consulting services and nurture and close the transaction. 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.



*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.*









*_Oracle Cloud Consulting Sales Representative - West - MT, WY, CO, NM, AZ, UT, ID, CA, OR, WA - Consulting Sales Rep 4_*







Selling Responsibilities:



_ _



_Primary Focus is selling CLOUD consulting services_, in the areas of IaaS, and PaaS covering all cloud technology areas such as moving Database & Apps workloads to the cloud, Moving Oracle Apps workloads to the cloud, BI Analytics Cloud, security Cloud, Integration Cloud amongst others.







In addition, the following on premise services are included:

Consulting Services around our Oracle Database technology such Data Center Migrations & Consolidations, Upgrades, High Availability, Disaster recovery.

Consulting services to develop Portal Applications, to build enterprise Integration, and custom development leveraging Java.

Consulting Services around the Oracle Security Products such as GDPR, and Identity Management, Provisioning, & Database Security projects

Consulting services implementing BI solutions, and BI analytics around our OBIEE Reporting and DW platform







The job _EXCLUDEs_ the following:



This job excludes selling Support Related services



This job does not include selling Outsourcing or manage services.



This job does not include selling networking, storage, telecommunications, etc



This job does not include selling functional Application services, such as ERP implementations, HR implementations.







*_Education:_*



Preferred Degrees:



Degree: Computer Science degree;



Business; Engineering or equivalent degree







*_Geography: MT, WY, CO, NM, AZ, UT, ID, ID, CA, OR, WA_*

Candidates must be located close to the main geography they will support / cover







*_Work Experience:_*



*Quota:*

Expected to have carried, and be paid variable comp on a personal (not group) quota attainment.

At least 5 years carrying a Consulting Services Quota between $2.5M-5M a year.

Need to demonstrate at least 95% attainment on a consistent basis (at least 3 consecutive years, and must be recent history)



*Direct Sales Experience*

Minimum of 5 years experience working in a direct field sales role

Experience Selling Cloud Consulting Services

Knowledge of Oracle technology product or equivalent

Consulting Sales Reps are expected to sell multi-million dollar _projects_ in the identified technology areas above.

Majority of the deals Consulting Sales reps sell are expected to be >$250k.







*Practical Sales Knowledge & Experience*

Candidate must demonstrate that they understand and practice the following traits:

Territory Management & account planning

Ability to segment a market/territory

Ability to define sales & demand generation strategies in each of the target market segments

Ability to prospect to generate leads in each of the market segments

In-depth knowledge of driving the entire sales cycle, including:

o Ability to qualify a customer and opportunity

o Ability to assemble and leverage the pursuit team while keeping control of the deal

o Ability orchestrate discovery meetings and link solutions to customer pain points (Consultative Selling / Value Selling)

o Ability to structure a winning presentation

o Ability to drive relationships with procurement/vendor management to negotiate terms pricing

o Ability to manage to a close plan

o Ability to forecast accurate numbers

o Ability to negotiate contract s terms







*Practical knowledge of positioning and selling Projects versus Staff Aug deals*

Someone who has primarily positioned and sold project work.

Must demonstrate understanding of Staff Aug versus Project work

Must demonstrate experience selling complex, multi-pillar sales solutions

Must understand selling the value of project management,

Must understand of project implementation methodologies







*Motivational Traits:*

Relationship building skills

Self-motivation

Results oriented

Entrepreneurial

High energy

Confident

Integrity







Interpersonal Skills & Abilities:

Excellent communication skills

C-Level interactions in current role

Negotiation & objection handling skills

Influencing skills

Strong presentation skills

Credible

Leadership & quarterback skills





**Job:** **Sales*



**Organization:** **Oracle*





**Title:** *Oracle Cloud Consulting Sales Representative - West - MT, WY, CO, NM, AZ, UT, ID, CA, OR, WA - Consulting Sales Rep 4*



**Location:** *United States*



**Requisition ID:** *19000QYM*
Posted: 2019-09-24 Expires: 2019-12-30

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Oracle Cloud Consulting Sales Representative - West - MT, WY, CO, NM, AZ, UT, ID, CA, OR, WA - Consulting Sales Rep 4

Oracle
Marlborough, MA 01752

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