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Sales Director (21000DGX)


Information Technology Director



Santa Monica, California, United States

"**Sales Director****Preferred Qualifications**The successful candidate will have overall responsibility for meeting/exceeding the MySQL North America New, Expansion and Cloud sales bookings targets while building the MySQL North Americ teams long term growth; crafting the go-to-market strategy, sales tactics, partnering with other Oracle functions, and leading the sales efforts required for success. The key measurement is capturing new customers, delivering growth from the existing customer base, and building the Oracle MySQL brand.The individual will be held responsible for booking goals and appropriate expense management for the Oracle MySQL North Sales Team. The team is responsible for both enterprise and cloud service new business and expansion sales of MySQL products and services within the North America region. Specific responsibilities include:- Build the required NAMER new business and expansion sales organization and partner with appropriate Pre-Sales, Renewal Sales, and Channel Sales teams to achieve forecasting bookings.- Responsible for coaching, performance management, and career development of staff.- Handles escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensure customer satisfaction.- Conducts demand generation, deal strategy development and trend analysis.- Assist 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 gaining acceptance of others in sensitive situations.- Ability to lead sales team in all areas of the sales cycle.- Ability to negotiate price, other concessions and terms and conditions.- Strong quantitative, analytical, and conflict resolution ability.- Provide regional sales leadership by driving pipeline development, and lead the development and close of new and expansion business sales opportunities within the North American West region with the intent to further extend market presence.- Capture key customers that serve as proof sources for the MySQL go-to-market strategies and value proposition.- Provide accurate, reliable and timely forecasting, pipeline management, and overall business management.- Persistent focus on customer success and satisfaction, resulting in reference-able accounts and positive brand awareness.- Provide leadership and guidance to all stakeholder organizations including product management, pre-sales consulting, renewals sales, and customer support, establishing an effective "virtual team" driving towards a consistent set of common goals.**Preferred Qualifications:**Oracle is looking for a seasoned sales leader for the MySQL North America sales organization. This individual must be a high energy, hands on, take charge leader with proven leadership skills. Additional characteristics include:- Experience managing a North American sales force, both in key strategic account development as well as high volume sales.- Experience in Cloud, Enterprise, and Web Market segments- Exposure to open-source business models is an advantage- A track record of co-selling with other teams within a large complex vendor organization- A track record of consistent performance and accountability using multiple sales approaches, managing complex sales into large enterprises and building multiple routes to market- Proven experience driving substantial sales growth with focus on new business development year over year- A demonstrated ability to add regular value to the sale process through the consistent implementation of a structured selling methodology utilizing scorecards or other measures to ensure the team's success- Demonstrated and proven sales management methodology- Demonstrated ability to transform a business and sales organization by creating new ways to sell; driving rapid evolution from transactional sales to business value led enterprise selling- Excellent verbal and written communication skills- The ability to effectively manage and influence sales team and customers- Highly mobile. Experienced at driving business while on the move- BA/BS degree, in a technical discipline - advance degree required**Oracle MySQL Overview:**MySQL is the world's most popular open source database, enabling the cost-effective delivery of reliable, high-performance and scalable cloud infrastructure as well as web-based and embedded database application.First released in 1995, MySQL has graduated to become the leading open source database for many Web applications and an integral part of the LAMP (Linus, Apache MySQL, PHP) Web application stack.Many of the world's largest and fastest growing organizations rely on MySQL to save time and money powering their cloud infrastructure, high-volume Web sites, business-critical systems, and packaged software.**Detailed Description and Job Requirements**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 Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.****Job:** Sales**Location:** US-TX,Texas-Austin**Other Locations:** US-CA,California-Santa Monica**Job Type:** Regular Employee Hire**Organization:** Oracle"