Oracle Human Capital Management (HCM) Sales Director - Melbourne in North Ryde, Australia
Human Capital Management (HCM) Sales Director - Melbourne
You will provide leadership for Human Capital Market (HCM) Mid-Market Cloud Applications Sales team in Australia:
Geographical Leadership - represent Oracle HCM Cloud Applications in the Australian mid-market, to customers, system integration partners, prospects, internal stakeholders, industry associations, and the media
Thought Leadership - provide insight into the local HCM Applications market, map our offerings to local market needs
Business Plan - develop and execute our plan to dominate the ANZ HCM Cloud Applications market in collaboration with the solution strategy teams
Territory Management - identify the market, target organisations, and segment according to your chosen go to market model
Personnel Development - target, recruit and develop a local sales team
Sales Incentive Planning - manage team quota achievement
Generate Demand - develop senior executive relationships within target accounts in the designated territory, especially senior HRD relationships
Campaign Development & Execution - collaborate with the HCM solution strategy team to develop marketing and PR campaigns
Strategic Sales - personally engage in the most strategic sales engagements, ensuring maximum sales conversion
Pipeline & Forecast Management - accurately manage sales reporting on opportunity qualification and sales forecasting
Customer Relationship Management - manage ongoing relationships with mid-market customers
Customer References/ Advocacy - ensure maximum customer reference/ advocacy from sales through quality of delivery and relationship management
Stakeholder Management - manage stakeholder relationships internally
Business Practice Management - ensure the sales team adhere to company policy on pricing, approvals, and contracting.
RELEVANT EXPERIENCE and TRAINING
Sales experience – several ears sales management experience, in a complex solution environment.
Financial management capability – demonstrated ability to manage sales pipeline and deliver accurate forecasts.
Sales experience – track record of personally delivering sales success, preferably in Cloud Applications
Major account relationship experience – provide 1-2 major (>$500M revenues) accounts as references on ability to successfully create relationships in large organizations.
Industry/sector experience – significant experience, possibly including time in a client organization or HCM Advisory environment, and 5 years in consulting services sales or business applications sales.
Industry experience - a network of business (e.g. MD or HR Director) and IT relationships in the Australian market relevant to HCM applications
Business planning capability – Demonstrated ability to articulate a strategy and plan to build 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.
Location: AU-AU,Australia-North Ryde
Other Locations: AU-AU,Australia-Melbourne
Job Type: Regular Employee Hire