Senior Account Manager (ASEAN)- Linux, Java & Open Source Software

Key Responsibilities

• Drive new business opportunities for Oracle Java SE, Oracle Linux, and Linux Virtualization subscriptions across enterprise and public sector customers.
• Manage the complete sales lifecycle—from prospecting and business development through solution positioning, commercial negotiations, and deal closure.
• Position Oracle's Java, Linux, and Open Source software value proposition to both technical stakeholders and executive decision-makers.
• Build trusted relationships with customer stakeholders ranging from application owners, infrastructure teams, IT operations, platform engineering, procurement, and software asset management teams through to CIOs, CTOs, CISOs, and executive sponsors.
• Develop and execute account plans to identify, qualify, and close new business opportunities.
• Maintain accurate pipeline management, forecasting, and opportunity progression.
• Collaborate with Oracle Sales, Solution Engineering, Customer Success, License Management Services, Product Management, and other internal stakeholders to influence customer buying decisions.
• Develop customer-centric commercial solutions while working within Oracle's processes and approval policies.
• Manage enterprise customers across the ASEAN region.

Required Skills & Experience

• 10+ years of successful enterprise software sales experience utilizing Strategic Selling®, or similar enterprise sales methodologies.
• Proven track record of consistently exceeding enterprise software sales quotas is a must.
• Experience selling enterprise software subscriptions.
• Strong understanding of enterprise Linux, Open Source Software (OSS), enterprise software licensing, subscription business models, software compliance, and Software Asset Management (SAM).
• Experience engaging enterprise and government customers on software governance, licensing, security, and modernization initiatives.
• Experience in software license compliance selling is a must.
• Excellent presentation, communication, negotiation, and relationship-building skills, with the ability to engage stakeholders from technical teams through C-level executives.
• Strong collaboration skills with cross-functional regional and global teams.
• Self-motivated, results-oriented, customer-focused, and driven by a strong hunter mentality.
• Excellent written and verbal communication skills in English.

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 including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle's competitors. Travel may be needed. Bachelor degree or equivalent.