17-03-2006 | EXPIRA LA 16-04-2006
Job expirat
Industry competence: Communications/Media or Defense/Aerospace or Financial Services or High Tech Manufacturing
RESPONSIBILITIES:
- Quickly gain acceptance within Oracle, with OEMs, partners and customers as a strong, professional manager who can provide clear and focused leadership for the business in various industry segments in EMEA.
- Take a lead role in the development and execution of a sales strategy for Oracle TimesTen business in for an Industry or geographical region in EMEA, identifying and prioritizing targets, establishing the most appropriate go-to-market approach and taking initiatives to ensure rapid traction for the business
- Represent Oracle TimesTen internally and externally when relevant, seizing the opportunity to evangelize, inform and educate on Oracle TimesTen key technical features and business benefits
- Work closely with the in-country Oracle Database Sales teams, building strong formal and informal links, to gain an understanding of business goals, to identify the pool of customers to be leveraged in priority and to define and implement a ¿co-priming¿ sales strategy for specific accounts in EMEA.
- In co-ordination with the Business Line Leader and the other EMEA Account Managers in the different geographies and, as appropriate, with field and industry marketing teams, conceive, articulate and spearhead marketing ¿proof of concept¿ initiatives and focused industry programs based on referenceable accounts to drive ¿new name¿ revenue in specific business segments
- Co-initiate, negotiate and close all major commercial agreements be it with end customers, OEMs or independent ISVs to ensure that Oracle TimesTen capitalizes quickly on business which is best accessed or through an industry vertical approach.
QUALIFICATIONS:
- Revenue generation mindset: Essentially, a strong sales executive focused on closing with the flexibility to switch to a business development mode as appropriate, be it internally, with OEMs, partners or clients. Demonstrated ability to achieve rapid, significant impact, especially in a context of matrixed or overlay sales.
- Sector understanding: Strong understanding of dynamics in Europe Communications/Media or Defense/Aerospace or Financial Services or High Tech Manufacturing . Broad technology and business knowledge of at least one other Industry sector (Financial Services, Defence, Aerospace, Manufacturing¿).
- Technical ability: Comfortable with highly technical product sales
- Strategic thinking. Strong account planning skills developed opening and developing large scale, complex clients in international environments.Relationship building. Ability to initiate, develop and manage multi-layered, senior level relationships within large corporate clients and establish oneself as a ¿trusted advisor¿ as well as a partner rather than an ¿order taker¿ or a supplier. Business development skills and flair. Ability to identify - and sometimes generate ¿ the right conditions for an innovative and mutually profitable commercial proposition to be developed and finalized.
- Operational focus. Excellent execution, people and communication skills.
- Marketing know-how. Ability to translate strategic guidelines into focused programmes that can serve a short, tactical, as well as longer term purpose in the overall regional business strategy.
- Business savvy. Solid broad business understanding with the ability to apply that knowledge to identify opportunities for the benefit of Oracle TimesTen and Oracle as a whole.
- Cultural sensitivity. Ability to operate effectively with colleagues, clients and third parties from diverse cultural backgrounds with an understanding of business practices and methods.
PROFILE AND EXPERIENCE:
- Successful sales responsibility within a fast-growth business in a quarterly earnings driven organization, within the enterprise or infrastructure software industries, operating at the highest level within the leading players of an industry segment
- Proven ability to deliver against revenue targets and manage a focused country or regional organization
- Experience of deploying ambitious business development and marketing programmes to ¿open¿ an account or an industry segment.
- A proven track record of successful deal closing and commercial negotiation. In addition, ability to run a ¿mixed model¿ business including indirect, channel sales through OEMs, Systems Integrators, ISVs and VARs in an international context.
- Focussed, tenacious personality with drive and high energy. Can do attitude. High degree of adaptability, resilience and initiative
- Highly commercial in orientation, with a strong focus on the customer and a clear results driven commitment to delivering quality whilst generating top-line growth
- Excellent negotiating skills and attention to detail, preferably as proven by contracts management experience
- Clear and persuasive communication skills with an ability to work closely with executives and employees at all levels and in all parts of the company
- Analytical, a clear thinker with sound judgment who can recognise critical issues and dedicate his attention accordingly. Politically savvy without being ¿political¿.
- A pragmatic and structured implementer, capable of processing several projects in parallel.
- Credible at business and technical levels with the ability to relate well to customers, partners and colleagues.
As part of Oracle¿s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Oracle is home to 50,000 professionals in more than 100 countries.
Oracle Corporation started as a representative office in Romania in 1995, given the increase in the number of Oracle products users and also to the development of complex projects based on Oracle solutions that required local expertise. Oracle was the first big multinational software company, which opened an office in Bucharest.
The reasons for which Romania has been included as business area in the Oracle EU Enlargement Countries organization are the following:
the fast growth the Romanian IT & C Sector
the highly prepared specialists
the steady economic development
In Oracle Romania you would be working pro-actively with customers and partners to exploit and optimise the capabilities of the Internet via e-business and information flow.
Oracle is teamwork orientated, which means it\'s easy here to strike up good friendships in a truly multicultural environment (employees interacting with 28 countries / 20 languages).
We are looking for ambitious professionals who are hungry for career progression and its substantial rewards: individuals who appreciate the advantages of working with people from different cultures with the same dedication to teamwork and excellence. We want candidates who possess drive, initiative, enthusiasm, and who are flexible and good team players.
In return, Oracle Romania will provide you, as a professional, with the opportunities and career progression that will shape you both personally and professionally.
