Cloud Sales Expert for Mid-Market Clients

3 weeks ago

Shimoga, Karnataka, India Oracle Full time

Overview

We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. Our mission is to connect the biggest enterprises of today with the tools to challenge in the digital economy of tomorrow.

Description

You will demonstrate this value by helping our database install base and white space customers move their technology workloads on Oracle. It's not just their database, but targeting all their workloads, both Oracle and non-Oracle to Oracle Technology and the cloud.

This role requires someone who can help grow Technology license as well as Cloud (PaaS and IaaS) bookings revenues. You will work closely with Oracle India's Mid-Market clients in selling them new solutions, as well as bringing in net new business in their territory.

Responsibilities

  • Define strategies to generate long-term and short-term customer success and business results.
  • Exceed quarterly sales targets by selling On-Premises Technology software and Oracle PaaS/IaaS into named accounts and/or within an assigned geographical or vertical market.
  • Be responsible for the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
  • Territory identification and research, to formalize a go-to-market territory strategy and build a qualified pipeline within 90 days.
  • Pipeline development through a combination of use case development and industry knowledge/intelligence. Adequate pipeline to ensure over-achievement within the designated territory.
  • Engage with prospect organizations to position the Oracle solution through value-based selling, case definition, return on investment analysis, references, and analyst data.
  • Handle the end-to-end sales process through engagement of appropriate resources such as Pre-Sales Consultants, Business Development Consultants, Oracle Consulting, Executives and Partners etc., and through effective utilization of selling tools such as Engineered selling process (ESPs), Customer 360, etc.
  • Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data.
  • Accurate forecasting and revenue delivery.
  • Continuous improvement in self-research, learning and readiness on the new product offerings

Requirements

We are looking for a passionate professional with:

  • 12-15 years of experience in selling enterprise software solutions or services to Mid-Market customers across verticals such as Industrial Manufacturing, ITES, Pharma, Life Sciences, Healthcare, Logistics, Construction, Packaged and Consumer Goods. Successful history of net direct new business sales, with the ability to prove consistent over-achievement against targets.
  • A deep understanding of technology requirements of organisations and the ability to articulate the Oracle Value Proposition to provide On-premise or Cloud Solutions to help customers achieve their digitalization objectives.
  • Strong relationships with partners to develop business for the organisation through periodic interlocks and enablement.
  • Past experience of having sold Oracle / Microsoft / Open Source Technology offerings and Oracle / Azure / AWS Cloud Certification with min 2 year cloud sales experience is desirable.
  • A validated understanding of the IT industry Cloud landscape and market.
  • The ability to build value propositions and positioning strong proposals.
  • Strong listening skills with confirmed ability to communicate across all levels and effectively adapt to multifaceted situations.
  • Creativity with strong problem-solving skills and the ability to adapt and succeed in a fast-paced and ambiguous environment.
  • The ability to work well as part of an extended sales team.

Target Customer Segment

You will be targeting customer in the Mid-Market segment to sell Oracle Technology Licenses and Cloud (PaaS and IaaS) solutions.

Territory

Mumbai Metropolitan & nearby regions

Salary Range: ₹25 lakhs - ₹35 lakhs per annum

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