To achieve and grow the total Exadata hardware and software revenue,developing a sustainable business and leveraging all available channels tomarket. Acting as an advocate and evangelist for all Engineered Systems internallyand externally. Being a source of the business proposition and sales strategyknowledge for Exadata. Disseminating and sharing knowledge and expertiseextensively xlob, xpartner and xcustomer. Ensuring that development, productand delivery considerations do not impede Exadata sales.
SCOPE & RESPONSIBILITIES:
•Responsible for Exadata sales across APAC
•Responsible to leading end to endsolutions, with specific focus on Oracle Database and Data (DW, Big Data,Analytics etc) solutions
•Focusing on Oracle Exadata &Oracle SuperCluster.Ability to expandthe discussion across all Engineered Systems
•Works towards an allocated Hardwareand Software booking and revenue target
•Works across Sales, SalesSpecialists, Demand Generation and Alliances and Channels organisations
•Acting as an advocate, evangelist andpoint of contact for Exadata. Owning and driving the achievement of a bookingsand revenue target for Exadata.
•Being a source of businessproposition and sales strategy knowledge for Engineered Systems.
•Disseminating and sharing knowledgeand expertise extensively developing Partners’ Exadata business and crossCustomers
•Driving sales through the entiresales cycle, from demand generation programs through to closed business andPartners’ and Customers’ references
•Maintaining an understanding of the APACEngineered Systems market and identifying and prioritizing the keyopportunities for Oracle in that market
•Implementing the Exadata/SuperClusterBusiness Plan Working as necessary with development, production and deliveryteams and processes to expedite sales campaigns
•Actively develop personal knowledgeof industry/market sector, Customers’ business challenges and the impact ofpotential future changes.
•Ensure best practices are continuallyshared with regionally based team members
•Act as the APAC point of contact forHQ Exadata Product Mgt , Product development and Product Marketingorganisations
•Preferably located in Singapore
•High passion and energy
•Strong business acumen sellingsolutions and communicating to “C” – level Executives (Partners and Customers)
•Understanding of IT Technologies andhow they relate to current business challenges
•Understanding of solution sales cycleand a proven track record of successful solution selling
•Experience in expanding channelbusiness in new products
•Knowledge of the territory andexperience selling to major accounts with and through Partners
•Excellent verbal and writtencommunication, interpersonal and teamwork skills, highly organized
•Ability to translate Customer ‘needs’into solutions with a high level of responsiveness, follow- through andexecution of commitments.
•Strong leader, with aresults-oriented attitude that overcomes barriers
•Strong entrepreneurial spirit, ableto identify opportunities and associated risk
Detailed Description and Job Requirements
Overlay sales personnel providing specialist product expertise to the sales force.
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers.