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.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical / business skills in area of specialization.
8 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. Travel may be needed. BA / BS degree in related field.,
POSITION SUMMARY :
Application) technology domain. Sales discipline, business, Oracle product awareness and a high standard of professionalism are key qualities to ensure that we grow a sustainable business leveraging all appropriate channels.
Identify data & application integration market opportunities for both cloud and on-premise business and develop business plan to meet revenue objectives.
Build opportunity pipeline, qualify prospects and win new business
Support front line sales teams to drive up license, cloud subscription and universal credit consumption for data and application integration business in APAC.
This job requires a balanced skill set involving industry knowledge, technologies (CDC, ETL, Data Quality & Governance, API Management, Business Process Management, Service Oriented Architecture, Service Bus, MFT, Adapters, REST, SOAP, XML, CDC, ETL, DQ), business development and partner recruitment
Industry Knowledge : Innovative solution selling experience
Technology : Communicate the value of Oracle Integration technologies to customers and partners. Work with them to solve their technology and business challenges
Business Development : Work with wider marketing team to drive up awareness, and sales team for pipeline development and maturation
Partner Recruitment : Grow Integration partner ecosystems, recruit partner / ISV / SI / developers as required
Create and execute program and initiatives driven at the Corporate, Divisional and Regional levels
Deliver customer / partner workshops, marketing events / webcasts and internal enablement
Work effectively with the Corporate, Divisional, Regional and Partner teams to synergize efforts and to leverage all channels effectively to ensure growth for the APAC Application Integration business
Keep APAC and worldwide Integration pillar visibility and Cross pollinate best practices across APAC regions
Harvest and catalog APAC wins and customer references
Build, Coach and Nurture Community
Communicate well and be Recognized as a thought leader across the region
Evangelize across channels Social, Portal, Newsletter, Webcasts
Travel may be needed
RELEVANT EXPERIENCE and TRAINING :
Excellent understanding of Cloud Computing technology and business required
Excellent communication skill in English. Excellent written / oral / presentation / solution demonstration / influencing / negotiation skills
10 years IT industry experience with comprehensive solution selling experience
Experience in selling cloud services, Data / Application Integration in APAC market
Customer focus and ability to build relationships
Consultative selling experience, able to position solutions at an executive level
Self-motivated. Ability to work independently and work as a team
Bachelor degree or above