Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep. Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.Duties and tasks are varied and complex utilizing independent judgment. Fully competent in own area of expertise. May have a project lead role. 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.
Career Level - IC3
The MySQL Global Business Unit is looking for a qualified Sales Representative to sell MySQL Database Service (MDS) and HeatWave (HW) deployed on Oracle Cloud Infrastructure (OCI) and multi-cloud environments.
MySQL Heatwave is one of the most innovative products to be released by Oracle in the past year; Combined with selling the MySQL Database Cloud this is an opportunity to join a fast growing team selling one of the fastest growing Cloud products within Oracle.
Ideal candidates will have a proven track record of success selling cloud services. Be able to comprehend and articulate core cloud principles (storage, networking, security, DR, etc.), to customers, prospects, and internal stakeholders. Demonstrate the ability to communicate the Oracle Cloud Value Proposition including the technical strategy of Gen 2. Understanding of cloud business drivers and how to position OCI's competitive advantage. Be intellectually curious and have a passion for MySQL, Cloud Services, as well as being able to quickly uncover customer business pains.
Qualified candidates have +3 years of experience successfully selling specifically cloud services to organizations ranging from SMBs through Fortune 100.
Job Requirements:
- 50%+ of weekly time spent prospecting for net new business
- Regularly forecast, manage and close 50-60 workloads (10% through active consumers) in a fiscal year utilizing Oracle Sales Cloud
- Identify, utilize, and collaborate with key internal stakeholders in assigned territory (Tech Managers, Tech SCs, Key Partners, MySQL SCs, etc.,)
- Identify and maneuver across key customer stakeholders to evangelize MDS/HW to developers and Cloud Decision Makers
- Willingness to operate as part of a large account team; sometimes not driving the opportunity; can't be a "lone cowboy”
- Ability to quickly and effectively use key ORCL Sales Tools including Territory Intelligence, Market Intelligence, Eloqua, Datafox/ZoomInfo, Sales Cloud, and LinkedIn
- Document territory plan including target companies, existing users, marketing plans, etc.,
- Ability to quickly develop, execute, and routinely modify a 30, 60, 90-day territory plan
- Ability to build and present a quarterly business review to management
- Ability to deliver an effective Infomentis or Account Planning discussion
- Understanding of how to run a discovery call.
- The minimum requirement is the ability to position an effective 3 minute "elevator pitch" focused on ORCL Cloud + MDS/HW
Qualifications:
- BS or BA degree or applicable experience preferred
- Proven ability to manage complex sales cycles, with a track record of successful revenue attainment
- Demonstrated knowledge of direct software
- IT sales experience (3 years+)
- Knowledge of local market business environment and network of business relations
- Excellent communication/negotiating/closing skills with customers/prospects
- Aggressive, strong organizational skills, and a self-starter
- Language skills: fluent English and Arabic
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. May have project lead role. 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. Demonstrated ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 8+ years relevant sales experience. BS/BA degree or equivalent preferred.
Career Level - IC3
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