A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work alongside likeminded exceptional professionals.
Oracle is undergoing remarkable changes with its ISV license business while it keeps growing double digits year over year. We are inviting driven sales people to join us to add more fuel to this growth engine.
Independent Software Vendors (ISVs) have become one of the primary growth groups in the IT industry. The ISV Ecosystem is a key catalyst and accelerator for Oracle’s growth.
Are you a highly-motivated and customer-centric sales executive with a flair for creative problem-solving? Your direct cloud and software sales experience and ability to match the customer needs with our solutions will build success – Oracle's and yours.
Position: ISV Ecosystem Sales Representative
The ISV Ecosystem Sales Representative will have full accountability with an assigned PRIME territory of strategic ISVs leading both the ISV Sell to and ISV Sell through Go-to-Market models for Cloud and Software License.
Career Level - IC3
What You’ll Do
1. Work a prime assigned territory that includes a wide range of ISVs.
2. Build, develop, and maintain relationships with select ISVs, to align their applications to Oracle Cloud and Software license plays.
3. Build Cloud sales opportunities across our portfolio, selling the value of Oracle Cloud solutions in Oracle Cloud Infrastructure (OCI).
4. Lead and close IaaS/PaaS technology deals across assigned customers, ensuring cloud adoption either in one Oracle proposition or multiple cloud environments and driving expansions.
5. Engage with Cloud Architects for customer meetings to develop customer discussions further.
6. Establish trusting relationships with key C-level stakeholders.
7. Create, drive, and own account plans for the ISVs in collaboration with field and other teams.
8. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
9. Work closely with Oracle LOBs & function units to understand industry trends to position ISV's certified solutions.
10. Build, sell, and execute the sale of Oracle On-Prem cloud and software license to ISVs including negotiating price, other concessions, and terms and conditions of the sale.
11. Track and forecast pipeline to meet their territories monthly and quarterly booking and consumption sales target.
12. Be very well versed in technical pitches and differentiators of Oracle Cloud and Technology products.
Required Skills/Experience
What You’ll Bring
1. Demonstrated track record developing and managing Global Partnerships and driving ISVs for Cloud and Software license sales activity. Prefer 5 years of related experience. Secondary education in IT or a related field preferred.
2. Demonstrable track record of relevant achievement working at high-level consultative sales within a matrix reporting structure, preferably in a software business environment – Industry convergence. Clear understanding of the cloud and software opportunity presented by technology for major multinational enterprises.
3. Must have carried a direct sales quota and demonstrate on-target or better achievement. Dedicated IaaS or PaaS sales experience.
4. Strong sales engagement experience in major opportunities.
5. Able to understand quickly customer business needs and the Oracle Cloud value proposition to establish trust.
6. Effective negotiator with excellent communication and presentation skills.
7. Participate & lead the tracking and forecasting of their territory pipeline to meet their territories sales target.
We also look for:
1. Experienced, self-motivated, enthusiastic sales professionalism.
2. Excellent business development, planning, and execution skills.
3. Entrepreneurial creativity and flair with regards to joint working engagements.
4. Joint Demand Creation experience to create End User Go To Market programs for the ISV Application.
5. Ability to learn and add incremental value to an ISVs specific Business Model.
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