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Sales Director


Phoenix, AZ
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Job Details

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.

*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.*

Major Hotel Chain, Leadership Role

Sr. Global Sales Director, Global Accounts Team

Oracle HGBU F&B is in search of a Sr.Global Sales Director, Global Accounts Team, for one of our Major Hotel Chain accounts. This position will be remote, to be and have ability to travel as required to meet the demands of the business.

As the Sr. Global Account Director for one Oracle s HGBU F&B major international accounts, you will be responsible for leading and growing a global book of business delivering on annual sales and revenue targets that grow the global book of business. This will also focus on the development of direct reports enabling them to secure and expand business.

The Sr. Global Account Director role includes owning and building executive level relationships throughout this major Hotel Chain. As part of the relationships the leader will work the various levels within the client to grow the Oracle HGBU F&B relationship in support of the client s mission.

Responsibilities of the Sr. Global Account Director include:

Strong sales leadership skills.

Establishment of credible sales leadership, building strong competitive attack teams

Build sales teams that deliver growth results against assigned business targets

Provide market leadership to the business teams as a subject matter expert through the entire sales cycle.

Execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of customer queries effectively and dealing with objections during the sales process.

Establish and maintain a high level of positive and effective contact with key customers, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major key accounts within the portfolio

Develop and manage a robust pipeline of sales opportunities through the entire sales cycle.

* Own and provide leadership to the various business teams as a subject matter expert through the entire sales cycle.

Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success

Maintain constant awareness of markets, competitor activities and problems within assigned customer base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.

Identify opportunities for improvement processes in general working practices and team efficiency.

Work closely with and maintain good working relationships with other functional company departments such as Professional Services, Product Management, Customer Service, Engineering, etc., to ensure company requirements are met or exceeded.

* Provide business development and thought leadership through opportunity identification to grow new business, driving new capabilities and incremental business success.

* Lead customer product demonstrations and preparation of detailed proposals that highlight value-oriented features of our offerings.

* Be able to deliver strong communication skills through the various multiple levels of customer contacts (C-suite executives, business and technical advocates).

* Identification and management of a robust pipeline of activity which will improve year-to-year business growth.

* Have strong solution selling skills, demonstrating strong product knowledge and product/solution currency.

* Development of strong awareness of the various competitive products.

Required Skills and Experience:

* 10 years of proven solution Major Account Sales Management experience

* Minimum 3 years of sale experience selling into the Hospitality, and/or Retail sector

* Bachelor s Degree

* Ability to understand high-level technology concepts and communicate to non-IT executives

* Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas applicable to stores and ecommerce

* Demonstrated quota achievement and territory growth.

* Enjoyable personality and aptitude for fun, team-oriented and competitive environments

* Travel 25% as needed ( international travel as well)

Preferred Skills and Experience:

* Masters or other post-graduate degree a plus

* Software / Services selling experience

* Aptitude for working within a high profile high customer touch business

**Job:** **Sales*

**Organization:** **Oracle*

**Title:** *Sales Director*

**Location:** *United States*

**Requisition ID:** *17001GAV*

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