Snr Director/Director, India Server & Storage Systems
Oracle
India-Gurgaon
38d ago

Preferred Qualifications

Overall responsibility for the India region in Oracle Systems Line Of Business. The LOB leader will have responsibility for the Server business P / L, manage strategic development and implementation of a comprehensive organizational strategy that maximizes Oracle’s opportunities across the Server Portfolio which comprises of UNIX Servers, Superclusters, x86, Storage and Database appliances )

As part of the Oracle sales team the successful candidate will ensure effective coverage of senior management of customers within territory which produces mutually rewarding business outcomes and customer satisfaction.

Our ideal candidate will generate business plans that fulfill the Systems LOB strategies, closely monitors and measures activities, plans, and budgets to ensure desired outcomes.

He / she will oversees area and management of account sales teams, Systems Digital Prime Teams and assist managers with a tailor approaches for mobilizing and aligning teams.

She / he will manage the execution and closure of sales opportunities by planning engagement and co-coordination of sales and services team.

Introduces ideas and perspectives that ensures focus on activities that produce significant long-term company benefit.

SCOPE :

  • Reports to SVP of Systems in EMEA & JAPAC
  • Works towards an allocated Systems portfolio sales revenue and margin target
  • Works to a given cost budget
  • Works in close collaboration with all other Lines of Business
  • RESPONSIBILITIES / ACCOUNTABILITIES :

  • Driving the implementation of Oracle’s Systems Strategy throughout the designated Territory & developing an overall Business Plan for the assigned market
  • Maintaining an understanding of the designated markets in order to identify and prioritize the key opportunities
  • Developing and communicating a pipeline of future business that underwrites targets; providing revenue forecasts
  • Creating compelling Value Propositions for Oracle Systems solutions in the designated Territory and be able to define and articulate Business Value at Customer C-Level
  • Defining appropriate channels to market and driving Multi Channel LOB engagements to win business
  • Developing / maintaining relationships with key Industry or Solution Partners
  • Ensuring all contractual agreements between Oracle and the Customer are implemented / maintained at the highest levels
  • Ensuring high levels of customer satisfaction within the assigned accounts; acting as a point of escalation for issues between Oracle and selective Top customers
  • Review the performance, support, coach and mentor individual’s in achievement of their personal development needs
  • Support and advocate personally the largest sales opportunities directly at customer
  • Monitor / review sales forecasts, activities and close plans ensuring corrective action is taken as necessary
  • Monitor / manage through to approval non-standard bids and proposals and agree revenue recognition
  • Build / maintain an industry customer reference program; initiate demand generation and Marketing programs Attend, host and speak at appropriate marketing events
  • REQUIREMENTS / QUALIFICATIONS :

  • University degree in Business or relevant area
  • Min. 5 years of people management experience in the industry
  • Experience from large international IT company dealing in India Market
  • Track record in positioning and selling large and complex projects An understanding of how to position solutions to General Business / Mid Market
  • Experience in engaging partners / channels (VAD, ISVs, Resellers etc.)
  • Track record of engaging Board / Senior executives
  • Ability to build and maintain long / lasting business relationships
  • Strong Communication / Negotiation / Presentation skills
  • Team player - able to operate effectively in a team where the applicant has to influence, rather than direct, the various players in the team
  • Strong analytical skills with ability to communicate complex ideas
  • 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.

    May manage a Regional Manager or Branch Manager. 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.

    Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy.

    Functional expertise and broad company knowledge.

    Sales

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