Oracle Sr. Regional Sales Manager - Bronto Software in New York, New York

Sr. Regional Sales Manager - Bronto Software

Preferred Qualifications

Overview

As part of Bronto's New York team, the Regional Sales Director will directly contribute to the success of one of the fastest growing software companies in the country and play a key role in helping us expand our top line revenue and client list for 2018 and beyond.

We provide a best of breed E-commerce marketing application that is consistently recommended by more than 9 out of 10 Bronto Customers, an integrated sales and marketing engine, and the training and investment to promote continued success.

Over the past several years, Bronto has successfully launched regional offices in London, Sydney, and now New York and LA. This role will be integral to the success of our expansion and provide opportunities to take on increasing responsibility.

Responsibilities / Qualifications

We are seeking an exceptional Sales leader looking to utilize their proven track record of driving sales of SaaS solutions, ideally in the Marketing Automation space. The role will manage an office–wide quota and a growing team of direct sales reps. The role will be responsible for implementing best practices for all aspects of the sales process including prospecting, assessment, qualification, presentation, negotiation and deal closing.

This is an exceptional opportunity for the right person to join our new LA team at a critical stage and be part of a fast-growth environment with the ability to have a direct impact on the continued growth of this Region.

  • BS/BA degree (Masters is a plus)

  • Building and managing teams of 6-10 quota bearing sales reps across multiple territories as well as supporting functions like Sales Engineers, Account Management, Professional Services, Business Development and Field Marketing.

  • Recruiting, hiring and developing sales staff.

  • Attend and lead training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.

  • Making prospecting a part of the regular routine ensuring that new prospects are added to the pipeline on a consistent basis.

  • Continually learning about new products, ecosystem, partners and improving selling skills for you and your team.

  • Demonstrating industry knowledge.

  • Providing weekly reporting of pipeline and forecast using Salesforce.

  • Defining and executing territory / Account sales plans.

  • Maintaining a commitment to the company’s sales process, values and business code of ethics

Management Experience

  • Track record of exceeding annual quotas of 3-8M.

  • Track record of team building and getting reps to quota is a must.

  • Successfully managing both inside and outside/field reps focused on hunting (net new business).

  • Industry experience in SaaS and/or online retail. Email marketing experience is a plus.

  • Managing deal flow in both the Mid-Market $15,000 - $40,000 transactions and Enterprise transaction $50,000 to $400,000.

  • Sales cycles ranging from 30 days to 6 months.

  • Strong fundamentals-sales methodology solution selling, pipeline management, account reviews, sales training, team motivation.

Sales Experience

  • 3 years as a Sales Manager or Director.

  • Track record of exceeding team sales quota.

  • Must be a proven closer as this role will be modeling behavior for others and responsible for assisting in closing high profile deals.

  • Experience selling to the C-Level is a must. Need to be comfortable and in command in a boardroom environment.

  • Must be able to sell based on value and lead/coach a team in this discipline as well.

Systems

  • CRM experience (reporting, forecasting)

  • WebEx or similar demo/meeting software

  • MS Excel - Ability to use Excel to analyze the business and recommend solutions

  • Budgeting experience preferred

Characteristics

  • A True Leader - demonstrates leadership ability, inspiring and encouraging

  • A Responsible Manager - "corporate professional", organized, accountable with attention to detail

  • A Natural Seller - articulate, personable, competitive, persistent

  • A Bronto - approachable, transparent and passionate

  • Ability to work out of our New York office location

  • Eligibility to work in the US without sponsorship

  • No Agencies please!

Detailed Description and Job Requirements

The primary focus is to plan, manage and develop a team of OD Prime Sales Representatives. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across a subset of products, product lines or services directly or via partners to small-and medium sized accounts.

Manages a team of OD Prime Sales Representatives/Managers for a territory/region. Participates as a team member in strategic and tactical planning for the division. Develops working relationships with license, consulting, education, and/or support field managers to develop joint account plans. Develops and executes strategic plans utilizing resources from various marketing and sales functions to maximize revenue with frequent guidance from the area manager or director. 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 sales forecasts, territory planning, demand generation, deal strategy development and trend analysis.

Manages and controls activities in multi-functional areas of sections. Ensures appropriate operational planning is effectively executed to meet business needs. Thorough understanding of Oracle's products and services. Ability to lead sales team in all areas of the sales cycle. Effective written and verbal communication skills. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical, and conflict resolution ability. Degree in Business or Computer Science preferred with 5 - 7 years sales or sales management experience.

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.

Job: Sales

Location: US-NY,New York-New York

Job Type: Regular Employee Hire

Organization: Oracle