NA Sales Representative, Global Accounts, Hotels

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory.

• Strong sales skills with proven track record.
• Strong operations skills.  Deliver successful programs.  Coordinate day-to-day delivery of services. 
• Partner with the Hotel Chain and understand their short and long-term vision and strategy. Be a strong/collaborative business partner and communicate how Oracle fits into their strategy.   
• Execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of customer queries effectively and dealing with objections during the sales process. 
• Establish and maintain a high level of positive and effective contact with key customers, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major key accounts within the portfolio 
• Develop and manage a robust pipeline of sales opportunities through the entire sales cycle. - Own and provide leadership to the various business teams as a subject matter expert through the entire sales cycle.
• Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success 
• Maintain constant awareness of markets, competitor activities and problems within assigned customer base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations. 
• Identify opportunities for improvement processes in general working practices and team efficiency. 
• Work closely with and maintain good working relationships with other functional company departments such as Professional Services, Product Management, Customer Service, Engineering, etc., to ensure company requirements are met or exceeded. 
• Provide business development and thought leadership through opportunity identification to grow new business, driving new capabilities and incremental business success. 
• Lead customer product demonstrations and preparation of detailed proposals that highlight value-oriented features of our offerings. 
• Be able to deliver strong communication skills through the various multiple levels of customer contacts (C-suite executives, business and technical advocates).
• Identification and management of a robust pipeline of activity which will improve year-to-year business growth. 
• Have strong solution selling skills, demonstrating strong product knowledge and product/solution currency. 
• Development of strong awareness of the various competitive products.   Required Skills and Experience: 
• 10+ years of proven solution Major Account Sales Management experience 
• Minimum 3 years’ of sale experience selling into the Hospitality, and/or Retail sector
• Bachelor’s Degree 
• Ability to understand high-level technology concepts and communicate to non-IT executives 
• Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas applicable to stores and ecommerce 
• Demonstrated quota achievement and territory growth. 
• Enjoyable personality and aptitude for fun, team-oriented and competitive environments 
• Travel 25% as needed  ( international travel as well)

 Preferred Skills and Experience: 

• Masters or other post-graduate degree a plus
• Software / Services selling experience 
• Aptitude for working within a high profile high customer touch business

Disclaimer:

Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $112,400 to $194,400 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.


Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Career Level - IC4