NA Sales Representative, Applications - Comms GIU

Strategic Oracle Communications Sales – Verizon Account

 

Role Overview

The Oracle Communications Sales role owns overall leadership for an Oracle Strategic account (Verizon), across Oracle Communications Applications products (Monetization, Unified Operations, Digital Business Experiences) products and solutions.  This role is to develop and drive execution of a multi-year product sales strategy. The qualified candidate must have deep customer and AI-powered BSS/OSS industry knowledge and then influence the Strategic Accounts through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle Communication revenues.

Job Description

This role is Oracle Communication’s primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction for the Communications Applications products - by managing key relationships and ensuring the customer achieves value from Oracle Communications solutions.  Key responsibilities include leading developing & owning the account strategy, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle Communications Applications products/ solutions for the Strategic Account.  
Key objectives of this job include:

• Grow Oracle Communications mindshare, BSS/OSS/DBE/Unified Operations revenues, and share of wallet with the Strategic Account.

• Understand the Strategic Account business requirements and develop "tailored" Oracle Communications solutions, leveraging the full One Oracle value proposition.

• Demonstrate measurable progress towards an “Oracle First” relationship.

Key Responsibilities

• Develop and maintain the multi-year strategic account plan for the Strategic Account to meet or exceed customer objectives and Oracle sales goals.  Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.

• Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.

• Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Account requirements are represented.

• Articulates both Oracle and Strategic Account value proposition to C-level management within both Oracle and the Strategic Account.
• Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives
• Owns escalation issues for the Strategic Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Strategic Account and a win-win environment for the Oracle resources involved in the day-to-day operation of the Strategic Account.
• Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought-leaders as needed to provide value to the customer. 
• Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisors.
• Demonstrate a high level of business acumen and thorough understanding of the customer's business, organization, strategy and financial position. 
• Demonstrate value- and trust-based selling skills with a deep understanding of the customer's needs and Oracle’s capabilities. 
• Generate and achieve accurate quarterly forecasts. 
• Generate new funnel and accelerate existing funnel.

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Required Skills

• Leadership
  • Ability to lead and influence across a geographically dispersed team without having a direct reporting line. 
  • Ability to lead and influence C-level executives of Oracle’s Strategic Accounts.
• Attention to Detail
  • Follow detailed procedures and ensure accuracy in documentation and data.
  • Concentrate on routine work details and organize and maintain a system of records.
• Business Acumen
  • Sufficient business acumen to establish authority, gain confidence, and build trust through a significant understanding of the Strategic Account’s business strategies and industry trends, when positioning Oracle’s organization and capabilities.
• Communication skills
  • Able to clearly express complex ideas, both in writing and verbally, to any audience. 
  • Demonstrates an ability to anticipate, and respond to, reactions, attitudes, views and feelings of individuals and groups.
  • Adapts presentations to the audience.
• Conflict Management
  • Able to use a win-win approach to resolve controversy.
  • Able to be consistently objective and fair when dealing with sensitive situations.
  • Able to maintain constructive working relationships despite disagreement.
• Decision Making & Problem Solving
  • Able to take action in solving problems while exhibiting sound judgment and a realistic understanding of issues.
  • Able to review facts, weigh option, and use logic when dealing with emotional topics.
• Influence and Persuasion
  • Able to convince others in both positive and negative circumstances.
  • Able to express ideas and options with tact.
  • Comfortable expressing new ideas to authority figures.
• Integrity
  • Able to maintain confidences.
  • Fosters an ethical work environment.
  • Prevents and curtails inappropriate behavior by coworkers.
  • Give proper credit to others.
  • Handles all situations honestly.
• Teamwork
  • Able to share due credit with coworkers.
  • Displays enthusiasm and promotes a friendly group working environment.
  • Works closely with other departments as necessary
  • Supports group decisions and solicits opinions from coworkers.
• Negotiation
  • Able to obtain agreement from multiple parties.
  • Understands the decisions process and stakeholders and can drive process forwards
  • Able to earn trust while working out a deal.
  • Uses good timing and carefully calculated strategies when bargaining.
  • Communicates the high value of services.
  • Identifies hidden agendas that might interfere with resolution of terms.
• Planning, Prioritizing & Goal Setting
  • Able to prepare for emerging customer needs.
  • Able manage multiple projects concurrently
• Relationship Management
  • Able to develop rapport with others and recognize their concerns and feelings.
  • Able to build and maintain long-term associations based on trust. 
  • Develops and maintains significant high-level customer executive relationships.

 

Necessary Behaviors

• Provocative
  • Creates healthy tension with customer through providing insights about their business and opportunities for engaging with Oracle
  • Educates the customer on industry trends and practices adopted by peer organizations
• Problem Solving
  • Can solve even the toughest and most complex problems; great at gleaning meaning from whatever data is available; quick study of the new and different; adds personal wisdom and experience to create the best conclusion and solution; uses multiple problem-solving tools and techniques.
• Creativity
  • Able to come up with the next great breakthrough; is creative, a visionary, and can manage innovation; is an effective strategist full of ideas and possibilities; sees multiple futures; has broad interests and knowledge; can both create and bring exciting ideas to market; comfortable speculating about alternative futures with or without all of the data.
  • Reframes & Challenges the way the customer views their business
• Focus 
  • Can quickly separate the mission-critical from the nice-to-have and the trivial; quickly senses what's the next most useful thing to work on; focuses on the critical few tasks that really add value.
• Organization
  • Is well organized and resourceful; effective and efficient at leveraging multiple resources to get things done; lays out tasks in sufficient detail to achieve objective; is able to get things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles.
• Manages Effectively across Organizational Boundaries
  • Manages people well; gets the most and best out of the people; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback; delegates and develops; keeps people informed; provides coaching for today and for the future.
• Effect Work Management
  • Can design effective processes, workflows, and solutions; good at figuring out what to measure to track progress; can quickly diagnose and fix issues; always looking for incremental process improvement.
• Escalation Management
  • Fearlessly takes on all issues, challenges, and people; comfortably works through conflict; delivers negative feedback and messages without hesitation; deals promptly and fairly with problems; lets everyone know where they stand; is energized by tough challenges; not afraid to make negative decisions and take tough action; challenges the status quo.
• Action and Outcome Oriented
  • Attacks everything with drive and energy with an eye on the bottom-line; not afraid to initiate action before all the facts are known; drives everything to finish.
• Organizational Awareness 
  • Maneuvers well to get things done; maze bright; knows where to go to get resources; politically aware and agile; knows the right thing to do.
• Communicates Effectively 
  • Writes and presents effectively; adjusts to fit the audience and the message; strongly gets a message across.
• Manages Diverse Relationships
  • Relates well to a wide variety of styles, types, and classes; open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; treats differences fairly and equitably.
• Inspires Others
  • Motivates individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams.
• Acts with Honor and Character 
  • Is a person of high character; is consistent and acts in line with a clear and visible set of values and beliefs; deals and talks straight; direct and truthful but can keep confidences.
• Open and Receptive
  • At ease and relaxed; easy to talk to and get to know; listens attentively; is an open book; has a positive sense of humor; deals calmly with stress and gives people a chance to catch up.
• Personal Flexibility
  • Open to lifelong, continuous personal improvement; aware of self and impact on others; responsive to feedback; is very flexible; can act in ways that seem contradictory and is adaptable to demand characteristics of different situations.

 

Experience Requirements

• 5 years minimum selling BSS/OSS/Assurance and account relationship management experience with Verizon (on IT and Network side).  Additional accounts experience is a plus.

• 10+ years selling BSS/OSS/Assurance solutions to Telco’s.

• History and track record of achievement of sales objectives.

• Track Record of customer relationships and developing new ones

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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. 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: $122,200 to $217,700 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 - IC5