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Oracle Senior Account Manager - ISV in Melbourne, Australia

Senior Account Manager - ISV

Preferred Qualifications

Senior Account Manager – ISV - ANZ


Your mission is to find and sell to the fast growing innovative ISVs in

the ANZ region, to introduce the merits of Oracle cloud platforms as the best

way to deliver their services. The role will suit a motivated sales

person who understands the software business and can present value propositions

to both business and technical decision makers. There is considerable

opportunity for growth and you will need to know how to expand your territory

and find new business. New areas like Fintech, Biotech, AI, Machine Learning,

IOT, 5G and Edge Devices will all contribute to massive growth in the

Independent Software Vendor space. Your goal is to ensure that ISVs understand

the business benefits of collaboration with Oracle as well as why the technical

differentiation of Oracle programs, products and services can deliver for them

and commit to incorporate them into their solution.

ISV/OEM Organisation

You will be joining the Oracle ISV/OEM business unit in Japan and Asia

Pacific that just focusses on ISV and OEM partners. This is a small, highly

successful team thanks to the entrepreneurial success of our ISVs and the

quality of Oracle solutions they deploy.

Role and responsibilities

  • Build a successful ANZ sales territory byfinding, recruiting and selling to high growth ISVs

  • Create sales strategies to attract ISVs todevelop their new solutions as SaaS offerings on Oracle cloud and achievesales targets

  • Collaborate and work with other Oracle salesteams, partner and channel organizations. This may leverage existingOracle end customers that the ISV would like to target.

  • Deliver sales results and build a long termbusiness portfolio with a wide range of ISVs from many industries

  • Manage your territory, forecast, opportunityflows and deal quality

  • Demonstrate and commit to sales excellence,skills and consistent performance

Key Qualities sought

  • Direct exposure to

emerging technologies that are used by innovative new ISV companies

  • Knowledge of Cloud,

Software, Applications or any IT sector sales based on ARR

  • Ability to sell both

business and technology benefits of SaaS solutions.

  • Proven sales

experience and knowledge of the region

  • Strong personal sales

performance history

  • Track record in

complex deals a major benefit

  • Self-driven

individual who is motivated and enjoys the opportunity to develop new business

from scratch and find new opportunities


  • At least 10 years

sales experience in emerging technologies

  • Passion to sell

growth technologies and be able to articulate their benefits and relevant


  • Successful track

record in growing territories and delivering consistent over-achievement.

  • Strong presentation

skills - formal presentations, white boarding, large and small group


  • Excellent negotiation

skills and business accumen

  • Travel within the ANZ

region will be required.

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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

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 technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle

  • s competitors. Travel may be needed. Bachelor degree or equivalent.

Job: Sales

Location: AU-AU,Australia-Melbourne

Job Type: Regular Employee Hire

Organization: Oracle