Oracle HCM Account Executive IV in Duesseldorf, Germany
HCM Account Executive IV
Oracle's Human Capital Management applications are a complete and integrated suite – from core HR transactions to workforce service automation and delivery, to complete enterprise talent management, including many solutions unique in the industry. Oracle is the Human Capital Management solution of choice for more than 14,000 Oracle customers in over 140 countries, including 8 of the top 10 Fortune 500 companies and 30 of the top 40 innovative companies.
From recruiting and managing talent, to accurately forecasting future workforce needs, Oracle Human Capital Management enables you to proactively manage Human Resource operations while focusing on strategic business initiatives.
We are looking for a talented sales executive to join our successful, fast growing and highly motivated Human Capital Management (HCM) Cloud Applications Team. Selling Oracle’s range of HCM/HR/Talent Management Cloud solutions will get you involved with the latest Cloud technology.
As an Oracle HCM Applications Sales executive your role will be to develop a strategy and sales plan to win new license sales revenue in line with targets. You will build strong, long-term relationships not only with clients & partners but also internally within the Oracle organisation where an open and team-oriented culture exists.
You will work with Oracle Enterprise customers on solutions that help modern HR leaders stay at the cutting edge of leading trends, take advantage of cloud innovation and make sure they are fully equipped to operate globally. With the complete solution of Oracle HCM Applications you will be able to help Oracle customers deliver the right employee experience, provide workforce insight into every department, recruit and have a clear view of talent and identify future leaders.
Working with our strong Pre-Sales team you will be able to translate business and IT based requirements into a long term business-driven Oracle HR solution, which aligns with the business strategy of our clients. It is also vital that in this role you maintain an understanding of competitive activity in the HCM market generally and HCM industry sector in particular. Our HCM Sales team is not only knowledgeable about the HR Industry but passionate about it too.
Oracle offers the perfect opportunity to work for a truly Global Market Leader committed to ongoing development and sustainable success. This is an exciting time to join us with our broadening footprint and expanding product range offering our clients a complete set of integrated HR and People Applications Solutions.
Exceed sales targets by owning, driving and winning Cloud-based opportunities in new logos and in Oracle’s extensive customer base
Own and manage the end –to-end sales process to deliver against a range of performance metrics
Engage with appropriate resources during the sales process including other Line of Business Sales Representatives, Sales Consulting, Consulting, Oracle Executives, Partners and others
Developing a strategy and sales plan to address the designated Named Account Territory and / or Major Accounts
Seek and engage prospect organisations by positioning Oracle Cloud-based solutions, challenging the prospect by leading with Oracle experience, business cases, references and insight from the marketplace, including analysts, partners and other influencers
Generating and following up on leads through the qualification process
Create and progress a sales pipeline to meet sales objectives
Accurately forecast monthly and quarterly revenue delivery
Working with, and influencing the activities of Oracle Partners as appropriate
Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector
Maintaining an awareness of Oracle's current and future Application products and services
Maintaining an understanding of competitive activity relevant to and industry sector, specific territory or major account
This particular sales role will be focusing on managing the expansion of Oracle HCM, working in coordination with regional Applications Sales Teams to win new Application business, either directly or through partners and growing Oracle's share of business in this sector.
Reports to Regional HCM Sales Director
Works in targeted accounts on selling HCM solutions
Has no direct reports, but leads the activities of virtual teams in sales campaigns
Focuses in on a Named Account Territory and / or Major Accounts
Works with appropriate Oracle Partners, ie resellers, SI's, ISV's, technology/application partners and alliances
Works with Multi Channel Sales, Marketing and Sales Consulting and other Lines of Business (LOBs)
Works towards allocated cloud recurring revenues (ARRs) and other associated sales targets
Relevant experience of selling enterprise software solutions
Track record of selling cloud-based applications from within a major software vendor or niche provider (or ideally both)
Knowledge of the HCM marketplace
Demonstrable track record of sales achievement in value based selling roles
Able to lead prospect / customer engagements through providing insight and challenge to differentiate Oracle’s cloud-based offerings in the HCM market
Credibility at all levels and evidence of building strong relationships internally and with the prospect / customer community
Bachelor’s degree or equivalent preferred
Fluency in local language as well as English is a necessity
Keep current on and communicate current industry trends, drivers and potential
Translate Oracle's Strategy and Marketing Messages to the market
Create Value Propositions and communicate the benefits of these to the market
Design sales and marketing campaigns and put teams and task forces together to deliver them
Work with Multi Channel Sales Marketing to co-ordinate marketing activities in order to generate leads
Generate and manage bid teams
Produce an accurate weekly forecast and pipeline.
Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
Establish and maintain contractual agreements between Oracle and the Customers
Maintain contact with accounts through Application implementation
Maintaining an awareness of Partner Competence and capability
Operate in line with Oracle WE's business processes and procedures
Deliver and co-ordinate customer presentations and demonstrations
Attend Industry forums
As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Detailed Description and Job Requirements
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.
As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).
Other Locations: DE-DE,Germany-Potsdam, DE-DE,Germany-Dreieich-Sprendlingen, DE-DE,Germany-Hamburg, DE-DE,Germany-Duesseldorf
Job Type: Regular Employee Hire