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Oracle AVP, Strategic Accounts - West in Oakland, California

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.

Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.

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.

AVP, Strategic Accounts West,

Oracle HGBU is in search of an AVP, Strategic Accounts - West, for our Major Hotel Chain accounts regionally based in the western part of the United State and Canada. This position will be remote and have the ability to travel as required to meet the demands of the business.

As the AVP, Strategic Accounts West in Oracle s HGBU major international accounts, you will be responsible for leading and growing a team of Global Sales Directors. This team will be responsible for the growth and success of the major international hotel chains utilizing software solutions as well as expanding their portfolio.

The Sr. Global Account Director role includes owning and building executive level relationships throughout this major Hotel Chain. As part of the relationships the leader will work the various levels within the client to grow the Oracle HGBU relationship in support of the client s mission.

Responsibilities of the AVP, Strategic Accounts - West include;

Strong sales leadership skills

  • Establishment of credible sales leadership, building strong competitive attack teams

  • Build sales teams that deliver growth results against assigned business targets

  • Provide market leadership to the business teams as a subject matter expert through the entire sales cycle

  • Establish ongoing agreement structure within business and legal guidelines of HGBU F&B standard practices

  • Develop and manage a robust pipeline of sales opportunities through the entire sales cycle

  • Own and provide leadership to the various business teams as a subject matter expert through the entire sales cycle

  • Identify opportunities for improvement processes in general working practices and team efficiency

  • Development of strong awareness of the various competitive products

  • Develop plans and strategies for developing business and achieving the company s sales goals

  • Create a culture of success and ongoing business and goal achievement

  • Manage the sales teams, operations and resources to deliver profitable growth

  • Manage the use of budgets

  • Define optimal sales force structure

  • Hire and develop sales staff

  • Become known as an employer of choice and a sales force that top sales people want to join

  • Define sales processes that drive desired sales outcomes and identify improvements where and when required

  • Provide detailed and accurate sales forecasting

  • Compile information and data related to customer and prospect interactions

  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions

  • Work closely with the marketing function to establish successful support, channel and partner programs

  • Management of the Sales Executive s key opportunities as they work through sales cycle and processes to ensure we are working to convert and close key business.

  • Required Skills and Experience:

  • 10 years of proven solution Major Account Sales Management experience

  • Minimum 3 years of sale experience selling into the Hospitality, and/or Retail sector

  • Bachelor s Degree

  • Ability to understand high-level technology concepts and communicate to non-IT executives

  • Demonstrated quota achievement and territory growth.

  • Enjoyable personality and aptitude for fun, team-oriented and competitive environments

  • Travel 25% as needed ( international travel as well)

Preferred Skills and Experience:

  • Masters or other post-graduate degree a plus

  • Software / Services selling experience

  • Aptitude for working within a high profile high customer touch business

Job: *Sales

Organization: *Oracle

Title: AVP, Strategic Accounts - West

Location: United States

Requisition ID: 19000MPS