Oracle Senior Sales Manager, ERP/HCM Applications, Central Europe in United States

Senior Sales Manager, ERP/HCM Applications, Central Europe

Preferred Qualifications


  • Manages Oracle Applications sales in Central Europe

  • Reports to the Applications Sales Cluster leader of Central Eastern Europe region.

  • Leads a team of Applications Sales Representatives /Territory Managers

  • Works towards an allocated license and SaaS/cloud sales revenue target

  • Works across multiple Lines of Businesses collaborating with Consulting, Applications and Alliances & Channels team


  • Achieve license and Applications cloud /SaaS sales against the revenue target (annually and quarterly)

  • Maintain understanding of the given sectors and Oracle’s value propositions for these sectors

  • Develop pipeline and continuously mature & qualify opportunities in order to increase Oracle’s market share and to be enable achievement of sales target

  • Monitor the progress of key customer transactions in the sales cycle to ensure Oracle's business processes and procedures are followed

  • Ensure use of planning / reporting tools in a quality & timely manner

  • Monitor customers’ satisfaction with Oracle, addressing any issues and promoting reference ability & building effective working relationships with key executives

  • Manage a sales team, providing direction, leadership and motivation

  • Set objectives and review the performance of individuals and take action to ensure targets are met & recruit/induct new team members as required

  • Monitor and review individuals plans, forecasts and sales activities and ensure corrective action is taken as necessary

  • Act as an ambassador for Oracle with customers’ executives

  • Identify and exploit marketing activities and campaigns that support achievement of targets

  • Engage with relevant Oracle Partners as appropriate


  • 10 years of relevant senior sales experience from IT software industry in Central Europe region.

  • Experience in sales management / people management is a must.

  • Sound knowledge in Application (ERP/EPM/HCM) or SaaS/software as a service or Cloud Applications is highly advantageous.

  • Strong sales and negotiation skills, ability to influence others

  • Proven successful track record in the market

  • Result orientated

  • Fluent in English.

  • Excellent interpersonal skills; building/developing relationships, both internally and externally

  • Ability to work in a complex organization; leading different teams

  • Strong communication and presentation skills

  • University degree

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. 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.

Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet Corporate specifications. Minimum five 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.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: Austria

Other Locations: Slovakia, Hungary, Czech Republic

Job Type: Regular Employee Hire

Organization: Oracle