Sales Director, ISV Sales - West Region

  • Company: Oracle
  • Posted: February 08, 2017
  • Reference ID: 170005AJ
In this role you will manage a team of sales reps with responsibility for sales of Oracle's tech stack of software products (i.e. Cloud, Mobility, IoT, Database, Middleware, Storage, etc...) to ISV's in the Western US region. As part of our Alliances & Channels organization, you will play a key role in driving adoption of Oracle's hybrid cloud platform by the ISVs in their development of applications for their clients.
You will have overall responsibility for the region's sales, third party alliances, and customer satisfaction. You will manage and develop a team of sales representatives and you will participate in the strategic and tactical planning for the region. You will develop working relationships with license, consulting and education field managers in the West Region to develop joint account plans. You will need the ability to successfully interact internally with executive management regarding negotiation of complex matters to influence policy.
Your experience in managing teams of direct sales reps, toward attainment of both the overall team quota and their individual quotas, will be a key ingredient of your success in this role.
Preferred requirements include:
• A minimum of 12 years total experience
• A minimum of 5 years experience in leading outside direct sales teams
• Relevant sales leadership experience in the Software arena is required
• Experience with sales of cloud-based applications development services is strongly preferred
• Excellent communications skills (verbal, written, and interpersonal) are required
• A Bachelor's level degree is strongly preferred
• The ability to travel as needed (approx. 50%) is required
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.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

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