Alternative job title/ level: Sales Representative - Technical Account Manager IV, SD-WAN
Oracle has an outstanding track record for delivering business value in the communications industry. Oracle offers solutions that deliver end-to-end support for the key business processes for communications companies and enterprises, from service creation, offer management, and order orchestration, through provisioning and service delivery, to billing, revenue assurance, and reporting.
Oracle Communications enables trusted, first-class delivery of next-generation voice, data and unified communications services and applications across IP networks for service providers and enterprises. The company's solutions are deployed by more than 2000 service providers and enterprises globally, including 89 of the world's top 100 communications companies.
With the recent acquisition of Talari Networks Oracle Communications adds leading SD-Wan solution to its portfolio targeted at Enterprise Customers, further expanding the capacity to support enterprises to run reliable and safe communication environments.
The Sales Representative – Technical Account Manager is an overlay role responsible for generating demand, drive and assist SD-Wan sales from both technical and commercial perspective as well building and managing network of specialized channel partners. The Sales Representative will work in a co-prime model
The candidate background should contain a wide breath of Networking knowledge and possess the ability to present complex technical concepts in an easy-to-understand method.
·Sales of Company's products by actively creating, developing and closing opportunities, managing and growing existing relationships – in both driving and assisting sales models
·Development of target accounts sales strategies through direct touch as well as through Channel Partners and distributors
·Building relationships with targeted accounts’ personnel on all influencing and decision-making levels and delivering the business case for the adoption of the Company's value proposition to the target customers
·Work closely with other internal functions such as field sales, alliance and channels, sales consulting, marketing, and engineering to address solutions that meet customer needs
·Conduct sales presentations, workshops and prepare proposals for customers and partners
·Deliver sales training and skills transfer to internal sales teams, channel partners, and integrators
·Manage technical validation activities required to achieve Technical Validation from the customers (technical presentations, POCs, Demos, etc.)
·Monitor customer, market, and competitor landscape actively, provide feedback and strategies to continue winning
·Manage pipeline, forecast the revenue accurately, meet or exceed quarterly and annual revenue goals
·Follow and comply with Oracle processes for conducting business by adhering to Oracle polices, reporting procedures etc.
Detailed Description and Job Requirements
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills.