Oracle Customer Experience (CX) Public Sector Sales Director in Melbourne, Australia
Customer Experience (CX) Public Sector Sales Director
This role will provide leadership for Oracle's Customer Experience (CX) Sales team focusing on Government, Education & Health sectors nationally, and could be based in Canberra, Melbourne or Sydney
Geographical Leadership -represent Oracle Applications in the ANZ market, to customers, systemintegration partners, prospects,internal stakeholders, industry associations, and the media
Thought Leadership -provide insight into the local Applications market, map our offerings tolocal market needs
Business Plan - developand execute our plan to dominate the ANZ software market in Applicationsin collaboration with the solution strategy team
Territory Management -identify the market, target organisations, and segment according to yourchosen go to market model
Personnel Development -target, recruit and develop a local sales and solution team
Sales Incentive Planning- manage team quota achievement
Generate Demand - developsenior executive relationships within target accounts in the designatedterritory
Campaign Development& Execution - collaborate with the solution strategy team to developmarketing and PR campaigns in the local market
Strategic Sales -personally engage in the most strategic sales engagements, ensuringmaximum sales conversion
Pipeline & ForecastManagement - accurately manage sales reporting on opportunityqualification and sales forecasting
Customer RelationshipManagement - manage ongoing relationships with senior customers
Customer Referencability- ensure maximum customer referencability from sales through quality ofdelivery and relationship management
Stakeholder Management -manage stakeholder relationships internally, both with the regional Apps& tech sales organisations
Business PracticeManagement - ensure the sales team adhere to company policy on pricing,approvals, and contracting.
RELEVANT EXPERIENCEand TRAINING
Salesexperience – sales management experience, in a complex solutionenvironment.
Financialmanagement capability – Demonstrated ability to manage sales pipeline anddeliver accurate forecasts.
Salesexperience – Track record of delivering sales success,averaging at least US$5-10m per annum.
Majoraccount relationship experience – Provide 1-2 major (>$1bn revenues)accounts as references on ability to successfully create relationships in largeorganizations.
Industryexperience – significant experience, possibly including time in a clientorganization, but must have a minimum 5 years in either consulting services orIT sales. Proven network of strategicbusiness and IT relationships in the ANZ Applications market essential
CX, ERP,CRM, SCM sector knowledge – several years in theApplications industry.
Businessplanning capability – Demonstrated ability to articulate a strategy and plan tobuild a sales business based on financial objectives, territory planning,marketing plans, etc.
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.
Other Locations: AU-AU,Australia-Melbourne, AU-AU,Australia-North Ryde
Job Type: Regular Employee Hire